Until the Sun Shines Again
Stay close to your customers and do right by your sales reps
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Building a Sales Culture of Respect and Fairness
Gender neutrality is trickier than expected
Disband the Sales “Boys Club”
Three ways to improve equality, parity and a level playing field.
FUD-Fear, Uncertainty, Doubt
FUD often paralyzes them in taking action, in driving change, addressing new opportunities and moving forward.
It’s Not About The Metrics! It’s What You Do About Them!
I’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing 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...
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...
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...
What About The Forecast?
Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often,...
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