Geoffrey James writes a terrific sales blog. He’s the rare journalist who really understands selling. (One might argue that he’s the rare sales pro who can write really well.) I’ve mentioned him before, plus he’s in my blog role.
I was honored today to have him pick up on my A Few Good Men metaphor for those salesreps and their managers that don’t ask the tough questions because they don’t really want to hear the answers. It’s one of the key reasons that many salespeople don’t qualify effectively—and why their managers miss so many forecasts.
Check it out.