Every two weeks, on Friday afternoon, I have a call with Brent. Once a month, … [Read more...]
Tag: Sales Executive Survival Guide
Do You Have A Brain Trust?
It Really Isn't About The Numbers! Posted on July, 2021
All of us focus on the "numbers." We are driven to "make the numbers," because … [Read more...]
What If We Started With A Blank Sheet Of Paper? Posted on June, 2021
Buying is changing profoundly. This impacts everything we do to try to engage … [Read more...]
Rethinking Rev Ops Posted on May, 2021
There's a lot of discussion about rev ops. In a lot of it, I wonder, "What … [Read more...]
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
What Is Your Development Plan For Your People? Posted on May, 2021
My friend, Tibor Shanto, and I were talking this morning. He asked me a … [Read more...]
Thinking About "Rev-Ops" Posted on April, 2021
There's a lot of discussion about creating a role/function in the organization … [Read more...]
Rethinking The Sales Process Posted on April, 2021
Preface: It's always dangerous to preface an article with a warning. This is a … [Read more...]
Performance Management Posted on April, 2021
As leaders, our jobs are to maximize the performance of each individual and the … [Read more...]
"Seek first to understand..... Posted on March, 2021
One of the most important things a sales person can do with her customer is to … [Read more...]
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