One of my favorite writers is John McPhee. Recently, I was rereading a short … [Read more...]
Category: Performance
Category: Performance
Person Or Personality?
Do The Work! Posted on March, 2021
I have to confess some exhaustion. Pundits and experts in social media, each … [Read more...]
It's Not The Lack Of Information That Stops Us.... Posted on March, 2021
We live in a world with an abundance of information. One might, fairly, claim … [Read more...]
"Doing More," Is Not A Growth Strategy! Neither Are Miracle Cures! Posted on March, 2021
As sales professionals, we are responsible for driving revenue growth for our … [Read more...]
Is "Helping Our Customers" Incompatible With Selling? Posted on March, 2021
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
Whose Deal Is This? Posted on March, 2021
Who in the sales organization owns the responsibility for a deal? Who is … [Read more...]
How Do We Win? Posted on March, 2021
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
Attention To Detail.... Posted on March, 2021
Perhaps one of the most important capabilities/skills for sales people and … [Read more...]
Good Revenue And Bad Revenue---Start-Up Version Posted on February, 2021
I know it's heresy, but not all revenue is good revenue---particularly for … [Read more...]
Ban "Corporate Glamour Charts!" Posted on February, 2021
I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
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