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, […]
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Resources To Help You
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 […]
From the Mail Bag: “Stupid Buyers”
What is a sales team’s likely response when their buyer involves a bunch of people in a sale who don’t know much about what they’re […]
New Podcast: One Deal. $22 Million. Really.
Selling Behind Enemy Lines Peter Farrow CEO/General Manager, Health Cooperative of Eau Claire Group Health Cooperative of Eau Claire just closed a $22 million piece […]
Performance-based Interview Questions for Sales Candidates
“Trading up” is a term I’ve been hearing a lot lately in the marketplace. CXOs are looking to improve the quality of their talent, so […]
Meet My Marketing Nag… (Somebody please save me)
Ever since i called my marketing partner a “nag” in my post about Twitter a couple weeks ago, she’s been wearing the name around like […]