We all know the world has changed profoundly in the past year. So much of what … [Read more...]
Tag: Sales Management
Selling In A Covid-19 World
"We Will Never Revert Back...." Posted on December, 2020
The pandemic and associated economic disruption has forced all of us to reinvent … [Read more...]
Even Super-Heroes Take Some Time Off Posted on November, 2020
I'm a great fan of the Marvel Comics Super-Heroes. Particularly, Iron Man, … [Read more...]
Are You Curious About Who Your Customer Is? Posted on November, 2020
It seems odd to write a post for sales professionals (and unprofessionals), … [Read more...]
Forecasts Are About The Deals, Not The Number! Posted on November, 2020
This is one of those topics I wish I could just put to bed and ignore--yet it … [Read more...]
What Does This Metric Mean To Me? Posted on November, 2020
We measure a lot of stuff in sales. We have all sorts of pipeline metrics, … [Read more...]
On Forecast Accuracy Posted on October, 2020
I've been having a fascinating discussion on forecasting and forecast accuracy. … [Read more...]
False Choices Posted on October, 2020
My good friend, George Bronten, posted a survey on LinkedIn. He posed the … [Read more...]
Back To Basics Posted on October, 2020
I saw an article in my newsfeed by McKinsey: How European marketing and sales … [Read more...]
"Manage And Coach By Results....." Posted on September, 2020
I read an article about how to be a successful sales manager. One of the pieces … [Read more...]
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