It's a New Year. Somehow, even if we don't believe in New Year resolutions, we … [Read more...]
Tag: Sales Manager’s Survival Guide
It's A New Year, What Should We Be Asking Ourselves?
"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...]
The Problem With The Data.... Posted on October, 2021
Data has always been a little problematic. Too often, we find the data that … [Read more...]
Goal Attainment Is More Than Making The Number! Posted on October, 2021
Over the past couple of weeks I've had a lot of conversations about sales … [Read more...]
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