How Sales Hasn’t Changed – And Probably Should!

How Sales Hasn’t Changed – And Probably Should!

How Sales Hasn’t Changed – And Probably Should! “He who plans no further than the present is mentally blind. He who plans for a year ahead is a general. He who plans for a lifetime is a genius. He whose mental vision extends beyond his life and plans for...
Why Automatic Price Increases in SaaS are a Bad Idea

Why Automatic Price Increases in SaaS are a Bad Idea

Why Automatic Price Increases in SaaS are a Bad Idea I’d like to think that not much upsets me…but there is one B2B practice that does. I was reminded of it twice this week… When did we begin to believe that including automatic annual price increases in contracts...
Question Tradition: The Sales Scoreboard Reset

Question Tradition: The Sales Scoreboard Reset

Question Tradition: The Sales Scoreboard Reset It’s that time of year again…when we embark on the unquestioned tradition of resetting the scoreboard for all of our revenue-responsible team members. Well, I’m here to question it…in another case of something...
Why does sales exist the way it does?

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...