Talk to any sales manager or executive about their priorities and you'll get … [Read more...]
The Intersection Of Seth Godin And Challenger And Insight Driven Sales
For some time, I've had the famous Jack Nicholson/Tom Cruise scene in "A Few … [Read more...]
Don’t Focus On Sales Velocity, Focus On Buying Velocity!
We spend a lot of time seeking to increase pipeline velocity, compressing sales … [Read more...]
Customer “Decision-Making Readiness” As A Qualifier
We've all read the data about increases in "No Decision Made." In the new, The … [Read more...]
Who Should We Be Talking To?
Hopefully, there is an enterprising entrepreneur who will read this post and do … [Read more...]
“Herding Customers” Through Complex Buying Processes
I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
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