Sales Definitions Salespeople Should Know, Letters P through U from 1927
Sales Definitions Salespeople Should Know, Letters P through U from 1927 Starting in May of 1926, How to Sell magazine featured a series of articles called “The Salesman’s Dictionary”. Each month was another set. I highlighted my favorites from letters A through K in...
Why AI isn’t showing up in your results
Why AI isn’t showing up in your results Conversation after conversation with revenue leaders have been evolving into two conclusions lately: AI is changing so much. We knew we had to do something, so we bought a bunch of stuff, and tried a bunch of stuff. Nothing...
What is a good revenue leadership framework?
What is a good revenue leadership framework? Frameworks. I’ve always been all about them, because otherwise, in every instance without one, I found myself feeling like a dog chasing a car down the street. I never knew where it was headed…I just knew I had to chase it....
What is the biggest change to sales / business going to be over the next 5 years?
What is the biggest change to sales / business going to be over the next 5 years? I was asked this question during a podcast interview earlier today. My answer was a bit of a reframe of the question first. “Aside from the obvious? I believe AI is about to expose how...