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 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 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...
Building Personal Values – Ten Mottos To Be Your Best You
Building Personal Values – Ten Mottos To Be Your Best You As we usher in the new year, advice abounds about how to make this year the best one yet. Instead of recreating the wheel on these ideas, let’s turn the clock back 87 years. In 1937, Paul W. Ivey released...