Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job? … [Read more...] about How to create an anti-sales culture on your team
Sales enablement technology – good or bad?
Technology is great when it’s used effectively for the right reasons. But far too often sales enablement technology simply allows us to do … [Read more...] about Sales enablement technology – good or bad?
You made your Hydra, here's how to unmake it
You know this scenario. You wanted to enable your sales team, so you purchased a CRM from a trusted vendor that promised you everything. … [Read more...] about You made your Hydra, here's how to unmake it
Why Your Investment in Sales Tech Might Not Be Paying Off
I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel … [Read more...] about Why Your Investment in Sales Tech Might Not Be Paying Off
How poor sales tactics destroy sales with bad evolution
Far off the coast of Ecuador, deep in the South Pacific Ocean, lies a collection of tiny, remote islands called the Galapagos. There in that ocean, in … [Read more...] about How poor sales tactics destroy sales with bad evolution
Four Components to Optimize Your Sales Organization
A while back, I gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I … [Read more...] about Four Components to Optimize Your Sales Organization
