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
Don't Let The Buying Journey Turn your salespeople into lapdogs
I admit, I’m not a dog person. But those little lapdogs some people carry around are kind of cute, especially when they do little tricks like … [Read more...] about Don't Let The Buying Journey Turn your salespeople into lapdogs
If You Don’t Understand It How Can You Manage It?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves. … [Read more...] about If You Don’t Understand It How Can You Manage It?
