I was doing a series of deal reviews--not unlike most of the deal reviews I do. … [Read more...]
The Problem With Account Planning
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
It’s Not Always About The Deal
One of the things I see too many sales people doing is focusing only on the … [Read more...]
Changing Our Mindsets
Our mindset impacts how we think of and engage our customers. It impacts both … [Read more...]
Systems Of Alignment
As we reflect on the process of getting things done in business, one of the most … [Read more...]
Raising My Game
I find myself, increasingly, writing posts about the terrible state of practice … [Read more...]
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