I must review hundreds to thousands of deals every year. Often, sales people … [Read more...]
“I Made A Mistake”
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
Where’s “The Decisionmaker?”
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
Performance Management Friday — Wallet Share
This week we'll focus on a metric critical to major, global or key account … [Read more...]
Customers Don’t Know What They Don’t Know
Where do we find new deals? How do we get customers energnized about the deals … [Read more...]
When Do You Stop Qualifying?
Today I was asked the question, "Do you have to keep qualifying through the … [Read more...]
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