Like many Americans, we Swedish celebrate the New Year with fireworks, sparkling wine, and lots of snacks. Among our children, "tomtebloss" are a … [Read more...] about Is your sales technology a "tomtebloss"?
What’s Next? What’s Your Deal Strategy?
In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions: … [Read more...] about What’s Next? What’s Your Deal Strategy?
Do you know how often you drop the baton?
In the 2008 Olympics, the men’s U.S. 400-meter relay team was considered a sure thing for the finals. They had some of the world’s fastest … [Read more...] about Do you know how often you drop the baton?
The mashup of Sales Enablementand Sales Effectiveness to Drive Sales Productivity
I’ll be speaking on this topic at ATD ICE this year in the Sales Enablement Track. The goal of the presentation is to share how to support sales … [Read more...] about The mashup of Sales Enablementand Sales Effectiveness to Drive Sales Productivity
How To compete in a New Environment
GLC Minerals is a 5th-generation family-owned company selling a product literally as old as the earth: Pure calcium carbonate. Operating in business … [Read more...] about How To compete in a New Environment
Critical to B2B sales success – stakeholder assessments
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we … [Read more...] about Critical to B2B sales success – stakeholder assessments
