Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Tag: Sales Process
Are You Managing The Process Or Is It Managing You?
Knowing Your Numbers Posted on June, 2020
I'm always stunned by the number of sales people and leaders that don't know … [Read more...]
On Planning And Preparation Posted on June, 2020
Anyone who has spent any time with me knows that I'm focused on planning and … [Read more...]
What's The Purpose Of A Pipeline Review? Posted on May, 2020
I sit in dozens of pipeline reviews. They all tend to have the same format, … [Read more...]
"I'm Selling As Hard As I Can, Why Aren't You Buying?" Posted on May, 2020
The universal lament of sales people is, "Why aren't my customers buying? I'm … [Read more...]
Why The "Obvious" Has Become Obvious Posted on April, 2020
The current global health and economic crises have spawned 100's of articles and … [Read more...]
"Playing The Game," Measuring The Right Things, Measuring Things Right Posted on March, 2020
A great client and I were having a conversation about sales performance. He's … [Read more...]
"Form Triumphs Over Substance" Posted on January, 2020
One book I reread every year is "Excellence, Can We Be Equal And Excellent Too?" … [Read more...]
Starting Over Posted on January, 2020
Sales is one of the few professions where we get to start over in the New Year. … [Read more...]
When Prospecting Isn't Enough! Posted on December, 2019
It seems universal, we don't have enough in our pipelines, we have to prospect. … [Read more...]
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