We seem to be in a headlong rush to automate and depersonalize our marketing and … [Read more...]
Tag: Sales Management
Considering "Irony"
How Do We Do Better? Posted on January, 2022
Numbers are important in sales. Our goals are based on the numbers. KPI's are … [Read more...]
Fixing Our Win Rates! Improving Performance! Posted on January, 2022
I wrote, Win/Loss Analysis--Are You Learning As Much As You Should? As I … [Read more...]
Settling....... Posted on January, 2022
Our jobs, as sales and marketing professionals, is to drive change. We can only … [Read more...]
If Practice Makes Perfect, Why Do We Keep Practicing The Wrong Things? Posted on January, 2022
We know to master any skill, it takes practice. It may be Malcolm Gladwell's … [Read more...]
"Did I Do My Best To...." Posted on January, 2022
I'm a big fan of Marshall Goldsmith. One of the methods he uses to help people … [Read more...]
Win/Loss Analysis--Are You Learning As Much As You Should? Posted on January, 2022
I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
It's A New Year, What Should We Be Asking Ourselves? Posted on January, 2022
It's a New Year. Somehow, even if we don't believe in New Year resolutions, we … [Read more...]
How Do We Make People Better Off By Working With Us? Posted on December, 2021
Reading an article about Patagonia's and other's strategies, I was struck by the … [Read more...]
"Sensemaking" Is Not Just For Our Customers Posted on December, 2021
Brent Adamson wrote an outstanding HBR article on "Sensemaking For Sales." It's … [Read more...]
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