I've been writing a series of posts about selling basics. Too often, we take … [Read more...]
Tag: Sales Management
Qualifying, A Primer
We Shouldn't Be Surprised By "Quiet Quitting" Posted on September, 2022
"Quiet quitting" isn't so quiet anymore. It, also, isn't that new. We've seen … [Read more...]
Do Your Sellers Have A Future? Posted on September, 2022
Too many leaders seem to have given up. They take high attrition rates/turnover … [Read more...]
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......" Posted on September, 2022
There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
Do You Believe In Your People, More Than They Believe In Themselves? Posted on August, 2022
A colleague and I were reflecting on past managers/mentors we each had over our … [Read more...]
The Challenge Of Insularity In Selling Posted on August, 2022
Insular: in-su-lar1. Characteristic of an isolated peopleespecially: being, … [Read more...]
Using What You Sell..... Posted on August, 2022
Some years ago, I was responsible for leading sales/marketing for IBM's … [Read more...]
What Is Accountability? Posted on August, 2022
We discuss accountability a lot, but do we really understand what it is, are we … [Read more...]
Why Are We So Incurious? Posted on August, 2022
If I were forced to identify the single most important capability for anyone, at … [Read more...]
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