Where is Your Strategic, Finite Target Account List? Selecting “Targets” is the first step in the New Sales Driver framework outlined in New Sales. Simplified. Selecting Targets is first for a reason. It’s one of the very few chances we (in sales) have to be strategic. If we’re really honest, most of what we in …
Where is Your Strategic, Finite Target Account List? Read More »
I love a warm lead as much as the next guy. And we can all certainly understand why most salespeople start at the bottom of their sales funnels and work their way up. That is the default mode of most sellers, right? They start their sales day by obsessing over the hottest deals in the pipeline …
I love talking Sales Management and New Business Development, and this fun, quick-htting interview on Joe McGonigal’s podcast was absolutely a blast. We jammed a ton of value and ideas into this brief conversation. Whether you’re a senior executive, sales leader or individual producer, you’ll be challenged and entertained. I shared blunt thoughts on topics …
