I spend most of my time with extremely experienced sales executives and … [Read more...]
Tag: Sales Process
The Danger Of Being Jaded, We've Tried That Before!
The "Squishy" Buying Cycle Posted on September, 2013
Too often, we think of the customer's buying process as something that, once we … [Read more...]
Laziness Takes Too Much Time And Effort! Posted on July, 2013
In several posts recently, I've been railing against lazy, unimaginative … [Read more...]
Pipeline Stench Posted on July, 2013
Here's an idea for some clever software entrepreneur, add "smell" to pipeline … [Read more...]
Customer Success And Quota Attainment Are Not In Conflict Posted on June, 2013
In a comment on one of my posts, Andy Rudin reminded me of something we … [Read more...]
Selling Processes And Rube Goldberg Posted on June, 2013
Rube Goldberg was a Pulitzer Prize winning cartoonist, sculptor, and author. He … [Read more...]
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
The Ability To "Figure It Out" Posted on April, 2013
There's a great article in the Harvard Business Review, "Figure It Out." Be … [Read more...]
Sales Forecast Accuracy, Demand Planning And Other Ramblings Posted on March, 2013
I've been involved in a number of conversations about my positions on Sales … [Read more...]
What's Quality Have To Do With Sales And Marketing? Posted on March, 2013
Quality is a word I almost never hear in a discussion about selling. Sure, … [Read more...]
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