Whenever someone tells me they have 10 years of experience, I always wonder: Do they really have ten years, or do they have one year of experience … [Read more...] about How to Harness Shoshin to Improve Sales Effectiveness
Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?
Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your … [Read more...] about Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?
How to sell an $85 bottle of water and why you shouldn't want to
I recently got back from Vegas. I was at a conference there, staying in a very nice, high-end hotel. The hospitality was delightful. The room was … [Read more...] about How to sell an $85 bottle of water and why you shouldn't want to
Sales pipeline management: let’s stop confusing progress with probability
Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a … [Read more...] about Sales pipeline management: let’s stop confusing progress with probability
Why working harder might make you less effective
“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.” … [Read more...] about Why working harder might make you less effective
Automating Stupidity
I have a very good friend, Dr. Howard Dover. He does wickedly smart things in driving the sales curriculum at UT Dallas. Every once in a while, I get … [Read more...] about Automating Stupidity
