In some recent projects, I've had the opportunity to analyze sales … [Read more...]
Tag: Sales Strategies
The Sales Conversation
If We Fixed Sales Execution, Would We Fix Sales? Posted on July, 2019
Let's try a thought experiment. You will see some of the assumptions are very … [Read more...]
How Do You Win? Posted on July, 2019
My good friend, Andy Paul, and I were talking about the state of selling today. … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Underperforming Our Potential Posted on July, 2019
At the outset, I'll apologize. This post is likely to rub some executives the … [Read more...]
Our Plunging Sales Discourse Posted on July, 2019
Preface: Sometimes holiday weekends give me the chance to sit back, reflect, … [Read more...]
"What's Next?" The Need For Specificity Posted on June, 2019
I spend a lot of time in reviews of all sorts. They could be deal/opportunity … [Read more...]
Challenging Our Customers' Status Quo Posted on June, 2019
We all know to acquire a new customer, we need to incite them to change, to get … [Read more...]
I Hate Prospecting! Posted on June, 2019
I know how unfashionable it is to say this, but I hate prospecting. We're … [Read more...]
Hacking Sales Posted on June, 2019
"Hacking" is a hot word. We read constantly of hacking--both in good and bad … [Read more...]
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