It is ALWAYS about execution
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions.
Here’s why you need to stop talking about sales opportunities
Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know.
A fresh perspective on the Challenger Sale research
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful new perspectives about today’s increasingly complex B2B sales environment.
How to improve performance with a shared sales language
In the sales industry, we often talk about how process, methodology, technology, and enablement can improve performance.
How big of a role does age play in sales effectiveness?
I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.
The call of the machine, or how to make selling more human
You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines?
