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It is always great to speak with current and former Chief Revenue Officers (CROs) and Chief Sales Officers for their perspectives and...
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Working hard in sales but not accomplishing enough? Last week I was interviewed on the OpenView Lab blog about ways to keep focus...
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This week I had the pleasure of helping with a charity in Boston called Community Servings. They are celebrating 20 years offering their...
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A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don't...
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Do you talk too much? I know I can. Give me a day to present and there is no shortage as to what to say. But give me one minute to be...
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At a recent sales training session, I polled the large group to see who reads professional development books and books about improving...
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What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Answer: Only...