Our jobs, as sales and marketing professionals, is to drive change. We can only … [Read more...]
Tag: Sales Manager’s Survival Guide
Settling.......
"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...]
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...]
"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...]
It's Prediction Season Again Posted on December, 2021
It's that time of year where it's fashionable to make predictions about the big … [Read more...]
Everyone Has A Customer Posted on November, 2021
We struggle to be "customer focused." Somehow, our priorities and goals have … [Read more...]
Are We Numbed By Work? Posted on November, 2021
I watched a fascinating short film, "Work, I Think It Numbs You, Somehow." It … [Read more...]
Our "Success" Blinds Us To Our Underperformance! Posted on November, 2021
Not long ago, I was speaking with the executive team of a fairly large company. … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
On Questions And Questioning Posted on October, 2021
Questions are probably one of the most critical tools for sales people and all … [Read more...]
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