Why does sales exist the way it does?
Why does sales exist the way it does? Despite knowing I could ask Todd Caponi for a sales history lesson, I keep asking myself this question. Why? This morning, Justin Clifford posted this question above on LinkedIn and I love it. My answer? Well, I started writing an...
Sales Prospecting Fundamentals – From Sales History
Sales Prospecting Fundamentals – From Sales History How often have you heard how many touches it takes to reach a new prospect? How often have you heard that cold calling is interruptive? How often have you heard that surface-level objections hide the true...
Sales Leadership: Why Celebrating Losses Wins!
Sales Leadership: Why Celebrating Losses Wins! “Celebrate the losses!” A few months back, I was keynoting a revenue leadership summit for one of the largest technology companies on the planet. I said those three words…celebrate-the-losses. One leader immediately...