Recently, I've had some "interesting" conversations with the CMOs about their … [Read more...]
Category: Performance
Category: Performance
The Ethics Of The "Unsubscribe"
Critical Selling Skill: Literacy Posted on January, 2022
Reading Is Fundamental has been the mantra of a children's literacy not for … [Read more...]
The Algorithm Conundrum Posted on January, 2022
Everything in marketing and sales is about "the algorithm." Each of us is a … [Read more...]
Settling....... Posted on January, 2022
Our jobs, as sales and marketing professionals, is to drive change. We can only … [Read more...]
If Practice Makes Perfect, Why Do We Keep Practicing The Wrong Things? Posted on January, 2022
We know to master any skill, it takes practice. It may be Malcolm Gladwell's … [Read more...]
There Is No Excuse For Not Doing Your Homework! Posted on January, 2022
To the annoyance of most school children, virtually every night, their parents … [Read more...]
Win/Loss Analysis--Are You Learning As Much As You Should? Posted on January, 2022
I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
The "Heavy Lifting" In Buying And Selling Posted on January, 2022
Selling is difficult. We have to find opportunities for our products and … [Read more...]
Making "The Number" May Not Be Enough! Posted on December, 2021
I was meeting with the executive team of an organization. They were proud, as … [Read more...]
What Are The Two Biggest Factors Impacting Your Win Rate? Posted on December, 2021
I get into a lot of conversations with sales people and leaders about winning … [Read more...]
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