It seems in virtually every professional endeavor that the prep work is as … [Read more...]
Tag: Sales Process
Call Prep, Doing The Work!
The Innovation Gray Space Posted on June, 2022
Innovation is critical for all of us. It enables us to.... well, innovate. … [Read more...]
Flexible Persistence Posted on June, 2022
Reading an outstanding article by Reid Hoffman, False Choices, one term leaped … [Read more...]
On Measures, Metrics, KPIs Posted on June, 2022
In selling (marketing, sales, customer experience) and business, in general, … [Read more...]
The Tyranny Of "More!" Posted on June, 2022
Sellers tend to be selfish and greedy. They keep asking for "More!" The need … [Read more...]
How Things Get Done (Or Not) Posted on June, 2022
Every organization I work with has everything a sales organization should have … [Read more...]
Invention, Innovation, Improvement Posted on June, 2022
The three "I's" are critical to success and growth. What do they mean to sales … [Read more...]
"Why Does This Happen?" Posted on May, 2022
The question, "Why Does This Happen," and its variants ("What causes this to … [Read more...]
Lead Follow-up Malpractice Posted on May, 2022
Everyone struggles to generate leads. We struggle to provoke interest, to … [Read more...]
Sales Enablement, The Sound Of One Hand Clapping Posted on May, 2022
Again, I have to start this post with an apology. I'm a huge fan of sales … [Read more...]
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