I've been participating in an interesting conversation at Focus.com--- "What are … [Read more...]
Tag: Sales Strategies
Strategic Thinking, Getting The Big Picture
Performance Metric Friday - Compressing Your Sales Cycle Posted on August, 2011
Last week, I wrote about Pipeline Flow and Velocity. A good measure of the flow … [Read more...]
Patterns --- Are We Recognizing Those That Help Us? Posted on August, 2011
Our lives are dominated by patterns--some of them are habits. Patterns are the … [Read more...]
How Well Do You Understand Your Customer's Business? Posted on August, 2011
We know our products, our competition, our companies well. But this isn't what … [Read more...]
Independent Sales Reps -- A Powerful Channel Posted on August, 2011
I've been involved in a number of discussions about independent sales reps … [Read more...]
How Do All The Pieces Fit Together? Posted on August, 2011
Over the past couple of weeks, I've had a number of conversations with very … [Read more...]
Either....Or..... Posted on July, 2011
Management is about making choices and setting priorities. We have to choose to … [Read more...]
What Would Your Customer Say? Posted on July, 2011
A major part of what I do for a living is to help individuals and organizations … [Read more...]
The Death Of The Funnel, Long Live The Funnel Posted on July, 2011
I’ve been reading a lot of articles, some from people who should know better, … [Read more...]
Management Reviews: More Discussing, Less Reporting Posted on July, 2011
Fred Wilson's Bored Of Directors post struck a chord with me. It reminded me of … [Read more...]