In sales, qualifying an opportunity out is just as important as qualifying it inbecause investing time in an opportunity that you had no chance of winningis such a massive waste.…
read moreSo you raise $80m and are about to raise another $40m from Goldman Sachs. And you go from that to going bust in 5 days 5 days! Ozy Media was…
read more
Nothing much changed in the past 2 years or so except for where we live – where we work – where we play what’s the common theme? location how has…
read moreTwo days ago, I received one of the better cold calls that I’ve received. He did a few things that most salespeople are told not to do. This is how…
read moreHere’s how an org decided to get 100% customer satisfaction rating for their services. Illustrative example 👇 Let’s say you provide a service on your website through a form. As…
read moreSome of the longest monologues of all timeweren’t delivered in movies or in playsbut insales discovery meetings by salespeople
read moreI ran a poll last week about the usage of slide decks in sales discovery meetings. The results were 50-50 for a long time before ending up 60-40 in the…
read moreI ran a poll on LinkedIn asking whether salespeople prefer to use slide decks in their discovery meetings. The whole purpose of a discovery meeting is to understand the prospective…
read moreFor the past 3 months, I have been engaged with a company where I had to work from their office . This was a change for me as I have…
read moreHave you seen the recent article on ZDNet about Microsoft offering Starbucks rewards upon O365 renewals? The article poked fun at the way it was done and it got me…
read more