Buying is changing profoundly. This impacts everything we do to try to engage … [Read more...]
What If We Started With A Blank Sheet Of Paper?
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...]
Figuring Things Out! Posted on March, 2021
Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]
Good Revenue And Bad Revenue---Start-Up Version Posted on February, 2021
I know it's heresy, but not all revenue is good revenue---particularly for … [Read more...]
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