It might come as a surprise to some of my readers that I consult within the … [Read more...]
Who Is Your Customer?
On the surface, this may seem an obvious question. It's been one that has been … [Read more...]
Activity And Progress
We confuse activity and progress, unfortunately too often focusing on activity … [Read more...]
Good Revenue And Bad Revenue
There's the old -- and still good -- maxim in sales, follow the money. As sales … [Read more...]
What’s Wrong With Strategic Accounts?
We embrace our strategic accounts---they are our most important customers. They … [Read more...]
Walking Away
Walking away from a bad deal is tough. Too often, we don't have the courage to … [Read more...]
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