Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively … [Read more...] about Reprioritising your target accounts
How to sabotage your sales with bad assumptions
Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer … [Read more...] about How to sabotage your sales with bad assumptions
The Pros and Cons of Making Remote Work Permanent
Working remotely has suddenly become the new normal, and I suspect many leaders have discovered that this remote work thing can actually work, even … [Read more...] about The Pros and Cons of Making Remote Work Permanent
Is fear of accountability destroying your effectiveness?
Everybody loves to hold others accountable, but very few of us enjoy being held accountable ourselves. It’s natural. We’re human, and very … [Read more...] about Is fear of accountability destroying your effectiveness?
Thinking About “Conversational Intelligence”
Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron. … [Read more...] about Thinking About “Conversational Intelligence”
How to manage your remote sales teams
The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has … [Read more...] about How to manage your remote sales teams
