David Friedfeld of ClearVision Optical shared his “vision” on looking past day 90. His thoughts on exploring new ideas, brainstorming and “brain food” are […]
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The 91st Day: Planning beyond the current 90-day sales cycle
I wonder if there is any cash for consultants in facilitating strategic planning these days… Most of the CXO’s and the executive teams I […]
Credibility Starts with “No”
I once worked in telesales where the psychology of the “one-call close” is that you never say “No.” I worked hard on every call to […]
If Hunting Big Sales Were an Olympic Sport…
The inspiration for this post came from NPR’s “Only a Game”. While I was listening to the program that covers “sports for the rest of […]
Part II: The Many Reasons Deals Get “Stuck” (Sometimes it’s our fault!)
My last post dealt with the “Problem” problems that cause deals to get stuck. There were quite a few. As I promised in that post, […]
The Many Reasons that Deals Get “Stuck”
In our business, more than half of our deal coaching work focuses on “unsticking” deals, and believe me, it’s exactly how it sounds. Sometimes a […]
Ignoring Conventional Wisdom to Field a Big Hunt Sales Team
I just finished Michael Lewis’s Moneyball, an oldie but a goodie. It tells the story of the Oakland A’s and their manager Billy Beane’s fight […]
Food for Thought: The Best Invest
Sometimes I’m shocked by the amount of time it takes for the “obvious” to become apparent to me. We just completed a review of 100 […]
How to Target the Booming Government Sector with RFPs
In the spirit of RFPs (the topic of my upcoming book RFPs Suck! –the cover of which many of you have helped me choose over […]
Who Knew? LinkedIn Is An Amazing Lead Generation Tool
By G. Going When I asked Tom if he thought his audience would benefit from an article on b-to-b lead generation, his answer was an […]
“Everyone Wants To Go To Heaven…”
By Tim Searcy “. . . but nobody wants to die.” Or, so the saying goes. This is so true for all management change. I’ve […]
You Know You’ve Been Taken When: The Classic RFP Form Letter…
Friends of ours (not the Soprano’s version of the expression), recently participated in a large RFP. They lost, but under the category of “You can’t […]