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 stop chasing Will-o-the-wisps

In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers off the path. Travelers may mistake the Will-o-the-wisp for a fellow traveler leading the way or for a kindlier spirit, such as a Leprechaun, who might lead them to treasure.

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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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It’s Never “Just A Matter Of Training.”

I was speaking to a friend the other day.He’s VP of Sales Enablement for a large technology organization. He had just come out of a meeting of his peers–the top management in the sales organization. He called to say, “the field VP’s proposed that we initiate a major sales training program and are willing to fund it.”

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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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Sales enablement technology - good or bad?

Technology is great when it’s used effectively for the right reasons. But far too often sales enablement technology simply allows us to do harmful and ineffective things quicker and in greater volume.

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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.