Most sales processes and sales methodologies could be improved by adding big, bold text around the edges saying, “Here there be dragons!” Maybe even add a little graphic of a dragon bleeding through the paper.
Dogma is a belief so strongly held that it becomes the truth. It’s an ideology so stubbornly held that it doesn’t allow for ...
You cannot cut your way to greatness. You also can’t cut your way to growth. Cutting spending is a survival strategy, not a ...
I spent half the day today at a little conference called Boyd & Beyond. The conference was held on the Marine Base in ...
You need to keep a clean pipeline. There is no benefit to cluttered pipeline full of junk.
There isn’t a pipeline anywhere that isn’t a little cluttered. Some are full of non-opportunities, and many more are full of ...
It’s better to have an A-Level Salesperson in a C-Market than it is to have a C-Level Salesperson in an A-Market.
I have had a number of people complain to me over the years that I post too often. They complain that they don’t have time ...
You’ve decided that you need to capture greater market share, and you are pushing hard for new revenue.
Today I turn 45 years old. Here is what I know after 45 trips around the sun.
Please don’t mistake this post for a political post. It’s not a political post. In way of full disclosure, I have been a ...
There are all kinds of ways to distribute leads that come into the sales organization. One of the most popular is to ...
If you are solving a problem, you first have to define the problem. What is it that’s wrong? What needs to change? What new ...
When I was a kid, I fronted a rock band called Bad Reputation (how we got the name is a story for another day). The band ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
The buyer at your dream client wants to buy from you. They trust you, and they believe you care about them. They are ...
My friend has a brand new client. Her new client is giving her a world of problems. This client’s employees are shockingly ...
When you lose a long time client, it can feel like you’re being abandoned. You’ve stood together through what seems like a ...
Some buyers use a spreadsheet to make purchasing decisions. They line up all of the potential vendors they are considering ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
