sales management
How to sabotage your sales with bad assumptions
Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that they are the primary decision-maker.
The pros and cons of making remote work permanent
Working remotely has suddenly become the new normal, and I suspect many leaders have discovered that this remote work thing can actually work, even once the current crisis is resolved.
Is fear of accountability destroying your effectiveness?
Everybody loves to hold others accountable, but very few of us enjoy being held accountable ourselves. It’s natural. We’re human, and very often “accountability” is a code word for “perform or else” where “or else” is a threat.
How to manage your remote sales teams
The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic.
Sales pipeline dried up? The #1 way to land top prospects now
It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action.
Working from home
Over the past couple of weeks, I’ve had friends, colleagues, clients calling and to talk about the trials and tribulations of working from home. We’ve shared funny stories, frustrations, and swapped hints and tricks.
