I recently revisited an episode of RadioLab called “Cut and Run.” For those unfamiliar, RabioLab is known for exploring the boundaries between science, philosophy, and human experience. This particular episode dove into a question that has long puzzled scientists and...
Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting and every executive conversation at the end of the quarter. Knowing if a deal is going to close is at the heart of every opportunity discussion in every sales...
Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling back next week?” “Thanks for setting us up on the demo, we’ll play with it and get back to you in a few weeks. We’re looking forward to it.” “Great...
Every time I ask a V.P. of Sales/CSO or even a sales manager if they have coaching methodology in place, I always get a similar answer; “Yes, we do them once or twice a year.” I then ask, are those your “performance reviews” and of course, the...
This is a follow up to the 11 Things Great Salespeople Don’t Do. There are two sides to sales. The salespeople and the those that lead them. Each of them has a distinct and different role. Salespeople go and sell. They are the front lines. The sales leaders,...
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