Negotiating a Pilot / Proof of Concept
Negotiating a Pilot / Proof of Concept When I’m teaching a negotiation workshop, there are certain things that really fire me up. There seems to be a moment when one of my rants goes a bit crazy (I need to work on that). I had another one yesterday. The subject?...
The Downside of Auto-Renewals
The Downside of Auto-Renewals (and how they masquerade your churn) There’s a special shampoo my daughter loves. She used it consistently. The website where my wife orders it from offers a subscription. You can specify how often you want it, sign up, and get a healthy...
Four Ways to Get Sales Accountability Right
Four Ways to Get Sales Accountability Right “Accountability” Did you just tense up? I feel it the minute the words leave my mouth in leadership workshops – and some of it may be PTSD from leaders I’ve worked for before. There’s a vibe around the concept...
5 Sales Leadership #worstpractices When Times Get Tough
5 Sales Leadership #WorstPractices When Times Get Tough “The importance of sales management depends upon the importance of the field selling job.” “Prior to 1907, most personal salesmen sold barehanded. it was comparatively easy to sell merchandise in the field. Sales...