SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are … [Read more...]
Category: Performance
Category: Performance
Stop Focusing On SAL's!
Sales People/Manager Churn Is Unacceptable! Posted on February, 2019
Over the past several weeks, I've been involved in a number of conversations … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
Great Habits Start With Simple Things Posted on February, 2019
This post is another of my learnings on my personal learning journey on micro … [Read more...]
Training And The Forgetting Curve Posted on February, 2019
Not long ago, I wrote a post, Sales Training And The "Forgetting Curve." It's … [Read more...]
What's The Most Pressing Part Of The Sales Process Today? Posted on January, 2019
Recently, I was having a conversation with a good friend and colleague. He … [Read more...]
Transactional Versus Complex Selling Posted on January, 2019
We glibly toss around phrases like "We have a transactional selling process," … [Read more...]
Why Are You Calling Now? Posted on January, 2019
This morning, I'm doing work in a rare day in the office. A sales person calls. … [Read more...]
Just Because We're In Your ICP Doesn't Mean I Have A Need To Buy! Posted on January, 2019
I wrote about how badly too many sales people conduct discovery with their … [Read more...]
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
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