In a world responding to the Mega Trends of Digital Transformation and Customer First, companies are under pressure to act strategically, collaborate proactively and respond quickly, earning their customer’s business month on month, time over time. Selecting companies for whom you can best deliver value makes that a lot easier. Over this series of posts…
Why work on unqualified opportunities when you could be making money? That’s what a good friend of mine – a senior sales executive with a technology company – asks his sales team every week at their regular Friday morning review meeting. I have long argued that whenever you spend time on an unqualified sales opportunity,…
I’m fond of low hanging fruit. If there is a quick win that delivers benefit now, without negatively impacting the longer-term opportunity, then it seems why wait. That’s why, when, as I was doing research for my latest book, I was delighted to find so many data driven insights coming from the correlation and cross…
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…
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’m trying Mandy, I really am. When you wrote “I don’t really want to break up with you“ it got to me. I thought about it – and I think I understand. (By the way, what you wrote has now been read by thousands of people online, and I’m not sure how I feel about that.) You’re a girl…
