I care a lot about sales technology, and what it can do for sales teams. But for one day, I am going to stop talking about it. Why? Because for a … [Read more...] about Why I want to stop talking about sales technology
Abandoning Excellence
Sometimes, I reflect on the “good old days.” Things were certainly different, I do think at a macro level things are far better than … [Read more...] about Abandoning Excellence
Are you promoting the wrong salespeople?
It’s a tale as old as time: You’ve got a high performing salesperson shredding through all their goals, and you want to reward them with a … [Read more...] about Are you promoting the wrong salespeople?
Accelerating Sales Cycles
Today’s case covers the topic of how to accelerate sales cycles and improve cash flow. Many companies think that sales cycles have to be as long … [Read more...] about Accelerating Sales Cycles
What exactly is a value proposition?
Everybody knows you need a good value proposition in order to sell effectively. But does anyone know exactly what a value proposition is? If you ask … [Read more...] about What exactly is a value proposition?
Is sales "process" really the right metaphor?
The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is regularly … [Read more...] about Is sales "process" really the right metaphor?
