The sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs are formed by an unappetising combination of oil, grease, food waste and other materials that have no place in the system. Unfortunately, as these fatbergs harden and grow, they cause obstructions that require […]
Is Your Sales Pipeline Full of Fatbergs? Read More »
Free-Photos / Pixabay I spend a fair amount of time helping clients hire managers and sale people. Usually, I’m in the final round of interviews. I look at their CV’s and LinkedIn profiles. Usually, they are talking about their years of experience in selling. “I’ve been selling complex solutions for 10, 15, 20…..years.” As I
“10 Years of Experience…..” Read More »
I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving, by the folks at CSO Insights. It’s an interesting view, in the spirit of “Yes, and…..” I’d like to add to the discussion. I suppose answers to the question depend on your mindset. A closed mindset would probably say, “No!”
Sales Talent Is A Problem; Is It Worth Solving? Read More »
kalhh / Pixabay One of my favorite authors/thinkers is John Gardner. About 35 years ago, a mentor introduced me to his work about 35 years ago. One of his most profound books is entitled Excellence, Can We Be Equal An Excellent Too. I reread the book at least once a year. There is one phrase
Letting Form Triumph Over Substance Read More »
Research shows that businesses that reach or surmount their revenue goals are more aligned on sales and marketing than those that fail to meet their objectives. And although we’ve heard the mantra about the importance of aligning sales and marketing for years, in many companies this vision remains elusive. Why? Because it’s easier said than
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FirmBee / Pixabay I was invited to participate in a roundtable on the topic, “Is technology hurting or helping our ability to sell and drive revenue?” It’s a fascinating topic, my response is an unequivocal YES!!! Before I go further, I have proclaim my obligatory fascination and bias toward all things technology. Most of my
Is Technology Hurting or Helping Our Ability To Sell And Drive Revenue? Read More »
typographyimages / Pixabay Yeah, I know it’s a tired analogy, but icebergs are still useful in thinking about marketing and selling. We all know about icebergs, the part of the iceberg we see is dwarfed by the part of the iceberg that’s under the water and we don’t see. We face the same with our
What Do Icebergs Have To Do With Selling? Read More »
Pexels / Pixabay Metrics are important. They provide a means of helping us understand whether we are on target to achieving our goals. They also give us insight into potential changes in the market. As we “instrument” more of the selling process, whether through CRM, mobile tools, and other means, we have the capability of
Stopping Our Metrics Obsession! Read More »
I can imagine the raised eyebrows, the questioning expressions, and the thought, “What the hell is he talking about now? What kind of esoteric journey is he dragging us on?” Some might glibly say, “Well to solve a problem….” Which is correct, kind of…. But most sales people seldom think about the purpose of buying.
What is the Purpose of Buying? Read More »
The Value of Non-Sales Related Technical Skills As the sales industry moves towards a technology-based platform rather than face-to-face sales meetings, it is essential to the success of sales teams that the sales leader has a solid understanding of the many non-sales related technical skills. The following are six non-sales related technical skills that need
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