Sales Technology – Using It For Good (Not Evil!)
I got a new phone. Not really new. It’s over 100 years old. I think about it as a symbol of what’s wrong with sales tech investments today, and the dial-dial-dial mindset. As the new sales tech revolution is upon us, how we think about our tech investments can be the...
Sales Forecasting – What History Got Right, (and We Get Wrong)
Sales forecasting – the bane of the existence of every sales leader. I have yet to talk to a sales leader that has it nailed. Then it hit me… What is a struggle today does not appear to have been a struggle for early 1900s sales leaders; back when there was no...
In times of uncertainty, what your sales team doesn’t know WILL hurt you
In Japan, death row inmates aren’t told what day their execution will take place…until the morning of! They sued, calling it “inhumane”. Right now, many orgs are treating their teams like those inmates. “Will today be the day I’m...