Lone Wolf Sales
3 Sales Tribes Defined By Sales Distraction Software
Is there any rational B2B salesperson who believes their performance, revenue generation will be “amplified” with another CRM extension, another sales ops system, or now,
Lone Wolf Sales
Why Sales Talent Regresses To The Mean
Pick your number – 70% of sales reps in B2B enterprise technology sales do not make quota. Some say 80% – whatever it is, it’s
Digital Transformation
The Disruption Paradox – Part 1
Many business leaders claim to seek disruptive technology launching them beyond the grasp of their competitors. Do they really want disruption? True disruptive advancements are
Disruptive Technology
Who’s Hiding The Digital Transformation Criteria List?
Have you noticed the growing number of LinkedIn or tech magazine posts about the CIO who went to the cloud and “digitally transformed” an app
Disruptive Technology
Development’s Dirty Secret – Nobody Knows Their Data
Movement to the cloud accelerated the desire to rebuild applications with lower costs, apps more responsive and competitive benefits. It is not happening. There are
Confrontational Marketing
Why Private Equity Will Drive Transformation
The dirty little secret about transformation is everyone wants digital transformation but nobody wants to change. Articles accumulate featuring CIOs who led a digital transformation;
Lone Wolf Sales
We Don’t Hire “Digital Native” Salespeople. Neither Should You.
Some concepts sound good until you think about them a bit. Hiring a “digital native” salesperson living on social media is one of those things.
Lone Wolf Sales
Can Mediocre Sales Talent Train Your Sales Force?
The sales training industry is an inherent contradiction. Great salespeople make too much money to offer courses in social media selling or sales training. Who
Lone Wolf Sales
The Days Of The Lone Wolf Salesperson Are Back
Actually, they never departed. The lone wolf salespeople, you know them – the ones who hate process, think CRM systems are junk food for metrics-minded
Lone Wolf Sales
Marketing Pollution: The New Reality For Sellers
“Understand the buyer’s point of view!” That’s what marketing teams tell us as they fail to apply it to the single most important part of
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