I thought about the worst business advice I ever heard when Matt Heinz asked me to participate in his ‘How I Work’ series. He asks a few questions about your working environment, your favorite life-hack or timesaving tip, and so on. One of the questions on the list was: ‘What is the best piece of…
[NOTE: This is the opening of my new book Digital Sales Transformation in a Customer First World] It was a day in July, in the middle of summer, and it was raining. Not just light rain, but that kind that bounces off the roof of your car doing its best impression of a Buddy Rich jazz…
As you may have seen elsewhere, I spent a lot of the summer of 2017 writing my new book. (If you are reading this before November 6, 2017, and you are going to Dreamforce, I’d love it you could join me at book launch party – Nov 6, 7pm, Novela, San Francisco). The book –…
I was asked recently if we had any research data sales Win Rates by industry. The charts below provide detail on that. But first a few comments. Win Rate is never a simple topic and there are different definitions. Do you measure all closed deals (won and lost) or all deals that you worked? Do…
There’s a Jackson Browne song called These Days which he wrote at the tender age of sixteen. One of the lines in the song goes, “Don’t confront me with my failures; I have not forgotten them.” A sixteen-year-old wise beyond his years. For those of you who are not old enough to remember Jackson Browne, he was a seminal…
I know I’m a bit late and Independence Day is technically in the past – but on a personal level it’s ever present. You should only read this if you believe that your level of success is largely up to you. Yes, it’s impacted and influenced by external events, but it’s not your manager, employer,…
