Long time followers will know that I'm obsessed with the concept of … [Read more...]
Category: Performance
Category: Performance
Designing "Good Days"
"Even Though I Hate Talking About Price......" Posted on November, 2019
Someone has been prospecting me, trying to provoke me to respond and take a … [Read more...]
Committed To Stupidity Posted on November, 2019
Sadly, every day I see more sales people committed to stupidity. It's not … [Read more...]
It's Not About The Metrics! It's What You Do About Them! Posted on November, 2019
We seem to be metric crazy. Every organization I meet has a whole alphabet soup … [Read more...]
Expecting Our People To Think For Themselves Posted on November, 2019
I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
Getting Things Done Posted on October, 2019
It seems our days are consumed with meetings. We have meetings to develop win … [Read more...]
When Is An Interruption Not An Interruption? Posted on October, 2019
Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
Pipeline Quality And Integrity Posted on October, 2019
I must have done thousands of pipeline reviews over my career. Somewhat … [Read more...]
Why Do 95% Of Customers Buy The Last Day Of The Quarter? Posted on October, 2019
If I'm to believe the pipelines I spend lots of time reviewing, there is an odd … [Read more...]
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