Another line of feedback I got on the post last Friday about the role of the sales process, was about my comment regarding why the manager in question was wasting her time on ‘C’ players. The implication clearly being that it was time not well spent, let me be clear, it is more than an [...]
On Friday, I posted a piece titled Why Have A Sales Process If It’s Not Being Followed, about why some organizations have a sales process when it is not followed or adhered by everyone. There were a number of different responses addressing different aspects of the issues raised, others rationalizing why a sales process does [...]
I was discussing sales process with a sales manager the other day, and her challenge in having her team adhere to it and execute it consistently. She informed that not everyone on her team “has to stick to it”. She went on to say that she only has her ‘C’ players “stick to it”. She [...]
A Guest Post By Dave Brock
I always appreciate Tibor’s blog posts on cleaning out the pipeline, focusing on real business. He always seems to find the right time to remind us to do this, In January, he encouraged us to Clear Out The Clutter, can’t start the New Year with garbage in our funnel. In [...]
A Guest Post By S. Anthony Iannarino
This is a blog post Tibor wrote towards the end of last year. It really captured my attention. On the surface, the idea is really very simple. But that doesn’t mean it is easy, and most things worth pursuing are not easy.
Tibor suggests that you eliminate your acceptance of [...]
