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Sales Excellence

Sales Excellence

Price Is Meaningless Unless..

We focus entirely too much on pricing. We leave far too much money on the table because we fail to establish business value and tie our pricing to the business value!

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Sales Excellence

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 suit I wear, but all accompanied by masses of data that may be correlated but have no causal relationships.

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Sales Excellence

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 is, what is our vision and purpose, what are our strategies and priorities

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Sales Excellence

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 sales people to engage customers in meaningful, high impact conversations. But we must be cautious…

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Sales Excellence

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.

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Sales Excellence

The Pipeline Review

I was meeting with a client, we were doing the first pipeline review as part of their implementation of the Sales Execution Framework. Pipeline reviews

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Sales Excellence

The Fastest Way To Fix Sales Performance

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance. Somehow

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Sales Excellence

“I Don’t Do Templates!”

Recently, I met with a group of great sales executives. They were looking to raise the bar on performance, driving growth. We talked about a

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Community Voices

Insight Is Always Contextual!

HBR recently published an article, “Why ‘Tell Them Something They Don’t Know’ Is Bad Advice In B2B Sales.” The title is very “clickbaity,” upon reading

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