Information Abundance and the Sales Profession
Information abundance. A threat to the sales profession, or is it? Is information availability and access a good thing for buyers? To start, let’s play a little game. I’ll give you four quotes, one each from the years 1907, 1912, 1953, and 2015. You have...
The Sales Economy: What’s Coming, and a Counterintuitive Way To Thrive
The Sales Economy: What’s Coming (from people smarter than me), and a Counterintuitive Way To Thrive A sales nerd and two well-known CNBC economists walk into a room. This isn’t a joke – this happened to me last week. Long story, but the short version is...
Sales Quotas: The Harm of the Annual Start-Over
an article that appeared on September 12th in Sales & Marketing Management Magazine In every sales organization, when the year ends, the scoreboard resets and each rep starts over at zero. It’s a brand new race. While that may make sense from a business...