Some of my long-term problems had such simple solutions. If only I had thought of the obvious solutions first. For example: For decades, I could not … [Read more...] about Sometimes The Biggest Sales Problems Have the Simplest Solutions
Why Deals Get Stuck in the Sales Pipeline and What to Do About it
My wife chose some beautiful new shrubs and flowers and I was digging the holes to plant them in the garden. The largest shrub required the largest … [Read more...] about Why Deals Get Stuck in the Sales Pipeline and What to Do About it
Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers
My wife and I were on a Mother's Day walk when we saw something I had never seen before. I should have snapped a picture but I didn't, and could not … [Read more...] about Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers
Grow Revenue During a Recession by Being Counter-Intuitive
All the requirements have been met. We have already seen these factors occur across the board: Low QoQ GDP. High interest rates. Massive layoffs. … [Read more...] about Grow Revenue During a Recession by Being Counter-Intuitive
Did You Know That You Have Woodpeckers on Your Sales Team?
The landscaper called me over to look at a tree on our property. He showed me the enormous hole and I asked, "What did that?" "Woodpecker," he said. … [Read more...] about Did You Know That You Have Woodpeckers on Your Sales Team?
Coaches Benefit from Tryouts, Sales Managers Fail Using Gut Instinct
Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school … [Read more...] about Coaches Benefit from Tryouts, Sales Managers Fail Using Gut Instinct
