Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the entire profession. We’ve become manipulative talking heads. We need to break free. I am on a mission, if you haven’t seen it...
I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close. Unfortunately, sales people rely on false, weak, unaligned triggers to assess how close a deal...
Maximize SaaS Sales Revenue: Your existing customer base is gold, right? We’ve all heard it before, the cost of acquiring a new customer far out weighs keeping an existing one. This is even more true in the SaaS world. More and more companies are rolling out...
Part 2 of Why the Sales Culture today sucks. There’s a whole bunch of reasons – selfishness, sales professionals being self-absorbed, everything related to the last 50-75 years of shitty sales culture. There’s one thing about the sales culture we’re in that...
This one is real simple – Coaches don’t play. Coaches coach, players play. Back in 2011, the New England Patriots and New York Jets were scheduled to meet in the playoffs. In the week leading up to the game reporters asked then Jets coach Rex Ryan...
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