Does Being On Commission Make You Untrustworthy?
I read a discussion between some wickedly smart people. One person took a position that one could not be a...
It’s Account Planning Season, Again
Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align...
Getting Real about CRM
There are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could....
Price Is Meaningless Unless..
We focus entirely too much on pricing. We leave far too much money on the table because we fail to...
Pricing And Discounting Are Different!
Pricing and discounting are different. We need to understand this.
“Form Triumphs Over Substance”
One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was...
Wearing A Blue Suit Drives Higher Win Rates
Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color...
Stop dictating everything sellers do
If we are to maximize the success of our people, we have to make sure they understand our “intent.” That...
Sales And “Product Led Growth”
The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and...
Beware of this sales productivity trap
We must be vigilant about time available for selling. We must eliminate anything that doesn’t contribute to the ability of...
Why we need Role Clarity
Role clarity is important. People need to understand their jobs/roles–not just the activities they do, and their metrics/comp plan.
When The Incremental Cost Of Stupidity Is $0
I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead...
Delivering what you call. Is it enough?
So what concerns me is how you made your number....
Process Is The Foundation For Agility/Nimbleness
We want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor...
What About The Forecast?
Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often,...
Disciplined Execution, The Secret To Success!
Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing”...
The Pipeline Review
I was meeting with a client, we were doing the first pipeline review as part of their implementation of the...
“They Aren’t Using CRM!!!”
The first time a sales manager made this statement to me, in frustration, was about 20 years ago. Since then,...
