Category: Insights
Until the Sun Shines Again
Building a Sales Culture of Respect and Fairness
Disband the Sales “Boys Club”
FUD-Fear, Uncertainty, Doubt
It’s Not About The Metrics! It’s What You Do About Them!
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 “Trusted Advisor,” and be on…
Getting Real about CRM
Price Is Meaningless Unless..
Pricing And Discounting Are Different!
“Form Triumphs Over Substance”
One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was published in the early 60’s…
Wearing A Blue Suit Drives Higher Win Rates
Stop dictating everything sellers do
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 eBooks on Product Led Growth…
Beware of this sales productivity trap
Why we need Role Clarity
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 gen, and prospecting. In the…
Delivering what you call. Is it enough?
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 process since that constrains our…
Advice for the New Sales Ops Leader
Can you Identify? During the last two months, I have had the opportunity to speak with nearly 200 sales operations leaders from all over the…