I sit in dozens of pipeline reviews. They all tend to have the same format, … [Read more...]
Tag: Sales Process
What's The Purpose Of A Pipeline Review?
"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...]
Confusing Simplification With Simplistic Posted on December, 2019
Both we, our customers, our markets, our worlds are getting more and more … [Read more...]
False Choices: Transactional Versus Solution Selling Approaches Posted on December, 2019
Often, I get into conversations about the sales approach a company deploys. … [Read more...]
Apples And Oranges Posted on December, 2019
Let's imagine that for some reason you want to evaluate the performance of … [Read more...]
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