Don’t Let the Uncontrollable Control
Some of you know that I am a golf fanatic. I love the walk through nature, the camaraderie of my golf buddies, and the competition it provides me against the course.
I Didn’t Read a Single Book This Summer and I’m Happy About It
When I packed to go to my family’s summer home for vacation this year, I made sure to download some books in preparation. I reviewed the “summer reading lists” from people I respect, and chose several titles that looked interesting and valuable.
Sellers, Be the Heroic Expert — for Your Buyer
When buyer/seller harmony is achieved, more than a sale is made. Value is exchanged. Yet, for a number of reasons, sellers are about as in harmony with their buyers as I am in singing along with the radio.
How to Build an Effective Sales System in Layers
Top performing sales teams aren’t just teams, their training isn’t just training, and they don’t just use software. The best sales organizations are much more than a collection of parts - they’re a coordinated system made up of many smaller and interrelated systems.
Improper Use of BANT Will Cause You to Kill Opportunities
I received an email asking me to check out an article on the Salesforce.com blog that featured an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales.
What Is Systems Thinking, and Why Should You Care?
When you have a problem with someone at work - perhaps an employee or a boss - what is your process for solving it?
