Don’t Be A Dunderblitzen: A Sales Leadership Parable
Don’t Be A Dunderblitzen: A Sales Leadership Parable Are you a Dunderblitzen? A champion salesperson, promoted to leadership without training or a structure? In this video, I share the story of a medieval fighter named Dunderblitzen Von Shoosh. This is his...
The Transparent Sales Leader: 1-on-1’s and the Five F’s of Building Revenue Capacity
The Transparent Sales Leader: 1-on-1’s and the Five F’s of Building Revenue Capacity As a part of the Sales & Stuff & Things Podcast / Live with Sales Assembly, a question was asked around gaining control of your leadership responsibilities. A...
Sales Negotiation Tip: Getting Your Pricing Positioning Right
Sales Negotiation Tip: Getting Your Pricing Positioning Right. Negotiation is an “event”…but an event like a marathon is an event. If you don’t treat it like a “process”, too, your toenails will be popping off part of the way...
Sales History: Sales Quota Setting Today vs. 100 Years Ago
Sales History: Sales Quota Setting Today vs. 100 Years Ago Why is it that, 100 years ago, sales quotas were calculated by market analysts and sales quota specialists TERRITORY SPECIFIC, with the data shared with each rep individually, when they had LESS DATA and LESS...