Why Nobody Gets An Appointment Anymore
Current Sales Madness Taking innovative products to market is hard stuff, made more difficult by the overwhelming number of over-VC funded, useless, undifferentiated SaaS offerings
The Franchise Sales Rep?
Where Did They Go? The difference between a “franchise player” and anyone else is not two to one, it is not 50 to one, it
Personalization At Scale – And Other Sales Madness!
One can hardly believe the really stupid stuff modern B2B salespeople are pitched by sales gurus and over-funded CRM software firms with no chance of
LinkedIn Social Media – Selling Hope To The Desperate
LinkedIn and social media selling looks like it should work, and it does if you are selling to salespeople. When over 80% of B2B sales
How A Cold Caller Is Like a Stripper
The first parallel is you would not want your child to be either one. Certainly being a stripper is more exploitative than a cold caller,
Sales Enablement – Not Much Value, Good at Parachute Time
When your B2B reps are struggling, SPAM is yielding Gmail addresses and the board is on your ass, sales enablement buys that quarter to find
Life Coaches – Jump Out of The Closet and Save The World
About 20 years ago the word “coach” began to be used in ways Bear Bryant or Red Auerbach would never have predicted. “Executive coach,” “life
Social Media Harassment – Today’s Bad Idea
Buoyed by hope, steeped in failure – social media marketing! Some sales activities work, others almost always fail, and a whole bunch sound good but