It was an interesting conversation. I was meeting with a very thoughtful sales … [Read more...]
Tag: Sales Training
Building On Shaky Foundations
Do We Need Sales People Any Longer? Posted on August, 2019
Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made … [Read more...]
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...]
Underperforming Our Potential Posted on July, 2019
At the outset, I'll apologize. This post is likely to rub some executives the … [Read more...]
"Whose Success Was This????" Posted on June, 2019
A client asked me to interview a candidate for a key sales role. The sales … [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...]
Are Your Sales People "Organizationally Nimble?" Posted on May, 2019
When we talk about critical skills and competencies of great B2B sales people, … [Read more...]
Great Selling Is "Habit Forming!" Posted on May, 2019
I'm sure you've experienced something that gives you a "rush." It's when, all … [Read more...]
Do We Know How To Do "Needs Discovery/Analysis?" Posted on May, 2019
My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
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