One of my favorite authors/thinkers is John Gardner. About 35 years ago, a … [Read more...]
Tag: Sales Strategies
Letting Form Triumph Over Substance
Stupid Works In Sales Posted on December, 2018
I've been writing a number of pieces looking at the future of the sales … [Read more...]
Sales, You Have To Do The Whole Job, All The Time! Posted on December, 2018
We--or rather my wife--had an incident the other day. We have a housekeeper … [Read more...]
The Sales Conversation Of The Future Posted on December, 2018
AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]
Is Technology Hurting Or Helping Our Ability To Sell And Drive Revenue? Posted on December, 2018
I was invited to participate in a roundtable on the topic, "Is technology … [Read more...]
Are Our Customer Conversations Substantively Different Than Internal Discussions? Posted on November, 2018
The other day, I published a post, "Are Traditional Selling Skills Even Relevant … [Read more...]
Faux Transformations Posted on November, 2018
The word "transformation," has become the buzzword for 2018. Every consultant, … [Read more...]
The Sales Jigsaw Puzzle Posted on November, 2018
Every once in a while, I like to do a jigsaw puzzle. It's nice to do in the … [Read more...]
You Don't Fix Pipeline Problems In The Pipeline! Posted on November, 2018
One of the biggest mistakes sales managers and sales people make is spending too … [Read more...]
Who's Your Competitor, Looking In All The Wrong Places Posted on November, 2018
The email asked me to participate in a market research survey. It was from one … [Read more...]
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