Selling the Sellers
Instead of force-feeding SFA to your salespeople, try approaching them like you would with any other sale: Determine what's in it for them. Offer them…
Month: September 2020
Sales Force Automation Takes Wing
In The Fifth Discipline, Peter Senge uses the DC-3 as a metaphor for the five core disciplines essential to personal and business success. Just as the…
Garbage In, Garbage, Well You Know
Over the years, I've offered the following wager to hundreds of sales and senior executives: "I'll bet my house, right now, that you have people out w…
And the Word Was Process
Senior management today is not looking to fire people and is not looking to buy sales automation tools. Senior management is looking for measurable, p…