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
4 sales processes you really don’t want to automate
Sales automation is often touted as the next big thing for sales teams. It promises to increase efficiency, decrease costs, and improve bottom … [Read more...] about 4 sales processes you really don’t want to automate
Is Technology Actually Helping or Hurting Your Sales Conversations?
Technology can be a double-edged sword for sales departments. The promise of greater efficiency and effectiveness is hard to resist, yet many … [Read more...] about Is Technology Actually Helping or Hurting Your Sales Conversations?
