Are You a Helicopter Manager?
Helicoptering behaviour: it isn’t just limited to parenting. It’s a real problem in the workplace today. And it’s especially damaging in sales organizations.
Getting Pricing Wrong
Years ago, I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I’d been invited to address their forum to talk …
Beware of Your Sales Blind Spots
No one in sales has an unobstructed 360-degree view of their relationship with their customers. Nobody. Not even top performers.
Skip the Pitch and Create a Vision
The days of the “ideal buyer” have gone the way of the dinosaurs. So has the routine sales pitch.
Your Client Wants an Insider – Not a Partner
There isn’t a buzzword out there today that’s more dated than the notion of you being in “partnership” with your client. The fact that it’s still used so irritatingly often …
Your Sales Plan Isn’t What You Think
“Why aren’t we just doing what our biggest competitor is doing?”
