editors pick
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.”
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.
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.
Don't let the buying journey turn your salespeople into lapdogs
I admit, I’m not a dog person. But those little lapdogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel.
If the right thing doesn’t exist… make it!
Twenty years ago, I told my family I wanted to buy a piece of bare land and build a house on it. My wife thought I was crazy.
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.
