Posts about Sales:
Your CRM Is Your Valuation Engine
Every deal in your CRM is either building enterprise value or destroying it.
You're Reading the Wrong Script
There are two kinds of scripts in sales.
The first kind exists to make you feel productive. It's a...
Choose Your Metrics, Choose Your Culture
Choose your metrics carefully. They're choosing your culture.
Who Called Who Last?
When They Start Calling You
Mistakes Are Tuition
We avoid them like expired milk.
The Trust Deficit
Building Trust: Why Listening Wins in a World Drowning in Pitches
Hiring for Customer Success vs. Hiring for Quota Achievement
The hiring manager slides two questions across the table:
How to Transition Your Sales Team from Hunters to Farmers
The hunter wakes up hungry every morning.
Gamify Your Sales Process and Drive Yourself to Win
Here's the thing about sales: it's already a game.