It would be very easy to be seduced into believing that in today’s selling environment the need to rigorously qualify every opportunity at the front end of the sales/buying cycle is becoming irrelevant: Competition is tougher than ever before; customers are choosing us, rather than the other way round; quotas are being missed by a […]
Key Account Management Is An Art, Not a Formula
One can often see two ways of managing key accounts that are certain to fail. The first is management by chance – there is no control and there is no plan. No one can explain why we are winning the business or forecast how long our success will last. We do not learn from our […]
The Greatest Leader That Ever Came On God’s Earth Bar None
I have read extensively on the lives, characteristics and leadership styles of all the great leaders, including Alexander the Great, Montgomery, Elizabeth 1st, Churchill, Ghandi, Mandella, Luther-King et al (the list is pretty extensive). However, the one that earns my greatest respect and the one with whom I feel the greatest affinity is Shackleton, because […]
Are You Really Up to the Challenge of Change Required to Become a Top 5% Player?
Becoming a Top 5% sales performer requires significant changes in your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders. You are faced with new ways of thinking, many of which directly challenge what you have been taught and believe. When faced with significant innovations in […]
Have You Checked Your “Commercial Pulse” Recently?
I have to tell you that when I was first introduced to psychometrics in 1983, I was somewhat sceptical and that scepticism has remained with me ever since; I will explain why in a moment, but first a little background information (this might be the boring bit but do stay with it!) Psychometrics evolved from the […]
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