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We know to master any skill, it takes practice. It may be Malcolm Gladwell’s 10,000 hours to mastery. Or we look at what great athletes, artist, → Read More
Reading Is Fundamental has been the mantra of a children’s literacy not for profit by the same name. I’m writing the management team to suggest they → Read More
To the annoyance of most school children, virtually every night, their parents ask a question, “Did you do your homework?” Growing up, sometimes I would → Read More
We know empathy is important in working with others, whether it’s our customers, our peers, or our people. If we can’t understand what they face in doing → Read More
Selling is difficult. We have to find opportunities for our products and solutions. We have to assess the customer interest in considering our solutions. → Read More
I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM → Read More
I’m a big fan of Marshall Goldsmith. One of the methods he uses to help people continuously improve is his set of questions, usually phrased, “Did I do my → Read More
Reading an article about Patagonia’s and other’s strategies, I was struck by the sentence, “How do we make people better off by working with us?” It’s a → Read More
It’s a New Year. Somehow, even if we don’t believe in New Year resolutions, we use the New Year as a moment to refocus and reset. For those organizations → Read More
Brent Adamson wrote an outstanding HBR article on “Sensemaking For Sales.” It’s an important concept, focused on helping our customers make higher quality → Read More
You can’t look at anything in sales, marketing, even business without encountering the discussions of Digital Transformation. What’s interesting is where → Read More
Part of what enables us to achieve is our experience and past success. Stated differently, we tend to repeat the things we have always done because they → Read More
I was meeting with the executive team of an organization. They were proud, as they should have been, of their performance. For the past 5 years, they had → Read More
As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things → Read More
I wonder if we need to rethink our concepts of sales and marketing and how we organize to provide those functions within the organization. Looking back, → Read More
I was coaching an outstanding sales manager. She’s committed to her team and improving the performance of each person on the team. She cares deeply for → Read More
I get into a lot of conversations with sales people and leaders about winning business. Win rates are too low, I ask people what they think they need to → Read More
Everything we read about and encounter is about some sort of digital transformation. It could be a business transformation, buying/selling, or even social → Read More
Most of our time, as sales people, is figuring out, “What do we do next to win this deal?” We focus on the steps to advance the sale. We think of things → Read More
Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking about all the inept prospecting being → Read More