Early in my first marriage it became clear to my wife that something had to change. And, that something was me. I had good potential as a husband. It was the human side of me that needed work. This same dynamic is at work in every role we play in our lives. Every role...
2 is better than 1 Don’t single thread it when you connect with a buyer. In this instance, I mean building a human connection with an individual stakeholder (not the collective buyer.) Would you build an account strategy for a major opportunity based on a...
In the hierarchy of things that you can do to improve your sales performance, there are both simple and complex solutions. Depending on your company’s particular situation, both the simple and the complex solution could provide value to your organization. They...
“In all affairs, it’s a healthy thing now and then to hang a question mark on the things you have long taken for granted.” That’s from the famed philosopher, Bertrand Russell. This applies in spades to sales. We are stuck on paradigms of how we sell, how...