Art & Science

of complex sales

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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.

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A Brief History of the CRM

For salespeople entering the workforce today, it may be unimaginable that there once was a time before CRM. A time when contacts were managed in a flip file of actual physical cards with names and phone numbers written on them by hand.

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Transforming your sales approach? Here’s why you should buy a new CRM too.

Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, enablement content, coaching, analysis, individual salesperson performance… and so on. Along the way, companies bolt on numerous tools to their legacy CRM, one after the other.

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How to handle the many-headed hydra of sales technology

In ancient days, there was a great sea serpent with sharp teeth, poisonous breath, and many heads. It was called the hydra, and it terrorized all who came near.

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Software pricing is annoying but it doesn't have to be that way

What follows is not a true story, except that it is.