sales management
“The Hard Part Is Where You Grow”
Yes, I’m a more than a little obsessed about our propensity to avoid the hard work, constantly hitting the “Easy Button,” but this is probably one of the most critical issues we face as individuals and within our organizations. I’ve written about one aspect of this–hitting the easy button is really about avoidance.
Selling Isn’t Easy, So Why Do We Keep Hitting The Easy Button?
We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Just doing it right takes effort. Focus, discipline, mastery, relentless execution.
How to Use AI to Build a Competitive Edge
An effective sales organization is one that uses its resources to build capacity, not just efficiency. In a world where technology is hurtling forward at lightning speed, advances in AI technology have the potential to transform how sales teams operate and to increase capacity in ways that were previously impossible even to imagine.
But only if you know how to use it well.
Capacity Beats Efficiency: How VMCL Gives Complex Sales Teams the Edge
The most effective B2B sales organizations are more than just efficient. They’re effective. They make good use of salespeople’s time, they bring home more (and more profitable) sales than their competitors, and they stay strategic to provide outstanding value to buyers and to their own company.
Embracing The “Messiness” Of Buying And Selling
As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey.
Why Cheatsheets And Hacks Don’t Deliver
My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are looking for anything they can do to help them do their jobs, to find the shortcuts or secrets to success. I look at them, most are pretty good, there are always interesting ideas and approaches.
