Art & Science

of complex sales

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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?

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How to pollute your sales ocean, one technology at a time

Have you ever had a slip of the tongue that reveals an insight? On a call with one of my team members recently, we were talking about the sales world’s overly complex landscape of technologies, and I wanted to talk about point solutions, but what I said was, “point pollutions.”

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You need to know how Salesforce is stealing your budget

For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.

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What is a CRM and how to choose the best one for your sales organization

A Google search for “What is CRM?” returns a whopping 37 million unique results, each of them focusing on a different aspect of CRM or attempting to unify all the different purposes and meanings of Customer Relationship Management into one, and usually failing.

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How to outrun the coming avalanche in the sales training landscape

I love to ski. It’s one of my top “flow” activities, and I especially love the alps, which has some of the best ski slopes in the world. But as any skier knows, it’s a sport with some very specific risks. One of the most dangerous things that can happen, is to get caught in an avalanche.

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Here are 5 reasons your sales process will fail

Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.

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Why you need to kick your addiction to data

Millennials are killing everything. At least, that’s the message in the media right now–they’re killing the mortgage industry, they’re killing diamonds and golf, and they’re even killing napkins.

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You made your Hydra, here's how to unmake it

You know this scenario. You wanted to enable your sales team, so you purchased a CRM from a trusted vendor that promised you everything.

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Why Your Investment in Sales Tech Might Not Be Paying Off

I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.