Sales Strategy Insights

As new managers fill vacancies created by retiring Boomers, how do their skills compare with the seasoned older managers they replace? Naturally, our assumption was that veteran managers would be…

The mind is a wonderful thing. It’s also a complete liar that constantly tries to convince us not to take actions we know are good for us, and stops many…

Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You…

On a long ride back to the office, my manager John Rovens and I hardly said a word to each other. We’d just left the headquarters of Oracle, and one…

Most sales forces link some portion of sales people’s pay to sales metrics. For example, they pay a commission on the revenues sales people generate or a bonus for achieving…

I am a productive person. I like to get things done. Actually, ‘like to get things done’ doesn’t go far enough; I need to get things done. I spend a lot…

Most sales managers want to coach late stage opportunities. It’s easy to find your way from a pipeline review to coaching an opportunity without meaning to, especially when you come…

It’s tough for people to implement what they don’t understand. Communicating priorities to the frontline, especially sales people, is highly correlated with business performance. Conversely, this ‘middle ground’ is where…

Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales…

It turns out that ordinary scientists, marketers, programmers, and other unsung knowledge workers, whose jobs require creative productivity every day, have more in common with famous innovators than most managers…