I was invited to participate in a roundtable on the topic, "Is technology … [Read more...]
Category: Performance
Category: Performance
Is Technology Hurting Or Helping Our Ability To Sell And Drive Revenue?
What If Every Electronic Outreach Cost $.50? Posted on December, 2018
In the "old days," (about 20-30 years ago), my VP's of marketing used to come … [Read more...]
Are Our Customer Conversations Substantively Different Than Internal Discussions? Posted on November, 2018
The other day, I published a post, "Are Traditional Selling Skills Even Relevant … [Read more...]
In Examining 27,357 Wins, 95% Of Sales People Did This One Thing! Posted on November, 2018
Over the years, we've seen a lot of research, and collected our own data and … [Read more...]
"We Chose The Vendor With The Most Complete Solution" Posted on November, 2018
I just read a report, "The Mood Of The B2B Buyer." The results weren't … [Read more...]
Stopping Our Metrics Obsession! Posted on November, 2018
Metrics are important. They provide a means of helping us understand whether we … [Read more...]
In Praise Of Pushy Sales People Posted on November, 2018
I probably should come out of the closet. I'm a pushy sales person. Perhaps … [Read more...]
The Sales Jigsaw Puzzle Posted on November, 2018
Every once in a while, I like to do a jigsaw puzzle. It's nice to do in the … [Read more...]
You Don't Fix Pipeline Problems In The Pipeline! Posted on November, 2018
One of the biggest mistakes sales managers and sales people make is spending too … [Read more...]
Forecasting Games Posted on November, 2018
We've all been there, we've played the same games. It's about the forecast--the … [Read more...]
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