Billions are invested in the latest sales and marketing automation tools. … [Read more...]
Tag: Strategy
Talent Trumps Everything!
It's Plan AND Execute! Posted on November, 2015
It's strategic planning season--at least for those companies on a fiscal … [Read more...]
Rethinking Account And Opportunity Prioritization Posted on October, 2015
I've written quite a bit about the importance of defining our "sweet spots." … [Read more...]
The Eroding Distinction Between Inside And Field Sales Posted on October, 2015
There's a lot written about the shift from field sales to inside sales. It … [Read more...]
What Have You Done Lately? Posted on September, 2015
Sales is the only job where the scorecard on performance is reset at the … [Read more...]
How Are You Building Organizational Capacity And Capability? Posted on September, 2015
Talk to any sales manager or executive about their priorities and you'll get … [Read more...]
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [Read more...]
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
Looking In The Mirror Posted on July, 2015
As sales and marketing professionals, we are supposed to help our customers … [Read more...]
Goal Alignment--A Performance Roadblock Posted on July, 2015
Too often, I sit in meetings of top executives and it seems each is speaking a … [Read more...]
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