Sales Lessons From The Presidential Race

TweetNo matter what side you were on, here are a few observations, affirmations and truths, post-election, with respect to selling: Strategy and tactics are equally important.  The purpose of executing tactics in a sales campaign is to drive a well-founded strategy.  Tactics without a strategy is like playing darts with your eyes closed. Message! Not [...]

Those RFID Chips in Your Wallet

TweetEarlier this week I finished The Broken Window by Jeffrey Deaver.  This was the first book of his that I’ve read.  The book was so-so, but I was intrigued by how the villain tracked his prey through, among other things, RFID chips attached to credit cards in their wallets. I received the TechRepublic newsletter today [...]

The Sales Enablement Technology Dark Ages: Sales 0.2

TweetAs we continue to dig deeper into the capabilities of the leading sales performance improvement companies, we’re not encouraged by some of what we’re seeing in the area of sales enablement technology. Through recent engagements where our clients evaluated sales training companies, we listened to double-talk, vendor sales reps ducking questions, and a complete lack of [...]

The Front of the Funnel

TweetI had the opportunity to interview Jill Konrath last week for an ESR podcast. (Here is ESR’s list of podcasts.) Most of the top tier sales training companies have little to say about how to fill the pipeline. They typically focus on sales opportunity and account management. If a company’s marketing department isn’t doing its [...]