What makes the perfect leader? – do you report to one?
Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.
Why you should stop cooperating with your buyers
“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.
What a window washing company can teach you about complex B2B sales
Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.)
You don't have as much time as you think
Most sales professionals are notorious optimists. We always think our next big sale is right around the corner, that the opportunity we were excited about last week is definitely almost ready to close, and that we’re going to absolutely make our quota this time.
Why speed on base wins in baseball and sales
Dave Roberts' stolen base in game four of the 2004 American League Championship started the Red Sox historic comeback against the Yankees that resulted in them winning the 2004 World Series.
How to create an anti-sales culture on your team
Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?
