I liked your “Sales Challenge” answers so much that I am going to make “Sales Challenge” a regular part of this blog in the future. […]
Sales Challenge: What would you do?
I recently went on a pitch with a client’s hunt team. We were supposed to be pitching to the first in command, but he was […]
What I didn’t tell them in NYC and Chicago…
I spoke to Newpreneurs™ at Inc. Magazine/Alibaba.com conferences in New York and Chicago this week about the 5 key things it takes to be […]
“RFPs Suck!” is Now Available on Kindle!
Hi All, Just a quick note to let you know that my new book RFPs Suck! How to Master the RFP System Once and For […]
What it means to be a “Newpreneur” and how this new group is “Thrivaving”
New survey results released today by Alibaba.com found that: 77% of Americans believe new entrepreneurs are the key to reviving the economy; 42% of […]
It’s Alive! My New Book “RFPs Suck!” is Now Available!
Well, everyone, a collective sigh of relief just left the Hunt Big Sales headquarters (or “clubhouse” as we prefer to call it). Why? My new […]
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 […]
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 […]