Bob Apollo recently wrote a great piece, "Where Did That Close Date Come From?" … [Read more...]
Tag: Sales Process
Where Did That Close Date Come From?
"The Forecast Meeting" Posted on August, 2017
A friend and I were sharing our experiences in forecast meetings. Each of us … [Read more...]
What Is The Role Of Sales Enablement? Posted on July, 2017
I always hate to start a post with a disclaimer or an apology. This post may … [Read more...]
We Need More Wins! Posted on June, 2017
Virtually every organization I know is struggling with making their numbers. … [Read more...]
What Sales Can Learn From Lean Manufacturing --- Part 5 Posted on June, 2017
Whew, we are getting to the end of this series! Thanks to those of you who have … [Read more...]
Compressing The Sales Cycle Posted on June, 2017
There's an interesting conversation going on in LinkedIn. It starts with the … [Read more...]
What Sales Can Learn From Lean Manufacturing -- Part 2 Posted on June, 2017
As I mentioned in my prior post, there are a lot of people promoting the … [Read more...]
What Sales Can Learn From Lean Manufacturing Posted on June, 2017
There a number of people with views that sales can learn a lot from … [Read more...]
"A Sales Person By Any Other Name Is Still A ........" Posted on May, 2017
In Act 2, Scene 2, of Shakespeare's Romeo and Juliet, Juliet says: "What is in … [Read more...]
"Fixing The Compensation Problem....." Posted on April, 2017
I always worry when a conversation with a sales executive starts with, "We need … [Read more...]
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