“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on … [Read more...] about Why you should stop cooperating with your buyers
What a Window Washing Company Can Teach You About Complex B2B Sales
Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we … [Read more...] about What a Window Washing Company Can Teach You About Complex B2B Sales
You don't have as much time as you think
Most sales professionals are notorious optimists. We always think our next big sale is right around the corner, that the opportunity we were excited … [Read more...] about You don't have as much time as you think
Why Speed on Base Wins in Baseball and Sales
Dave Roberts' stolen base in game four of the 2004 American League Championship started the Red Sox historic comeback against the Yankees that … [Read more...] about Why Speed on Base Wins in Baseball and Sales
How to create an anti-sales culture on your team
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?
