sales management
Why speed on base wins in baseball and sales
Dave Roberts' stolen base in game four of the 2004 American League Championship started the Red Sox historic comeback against the Yankees that resulted in them winning the 2004 World Series.
How to create an anti-sales culture on your team
Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?
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.
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.
Four components to optimize your sales organization
A while back, I gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them.
If you don’t understand it how can you manage it?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.
