Sales Culture, Elevated

This article is part three of a three-part series on the future of sales performance. In parts 1 and 2, I wrote that: CRM alone not enough; in fact, many companies have found it’s the tail that wags the dog. Process, and even more importantly, methodology are real...

Is Your Differentiation a Mirage?

Sales professionals all know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Remember, any differentiation you have doesn’t turn into value until it “makes a safe landing” in a customer’s brain and connects to...

Pin It on Pinterest