OK, So I Exaggerated A Bit…
Yeah, OK, I’ll admit to exaggeration in the title of my recent “Death of All Sales Reps” post. Anthony Iannarino called me on it here. More accurately it should have been “The Imminent Death Of All...
View ArticleValue, Value Stream, Flow, Pull, Perfection
Originally published at Dreamland Interactive. Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were...
View ArticleWould You Pick Your Brain Surgeon Out Of The Yellow Pages?
Frankly, when Tom Walther, President of ESE, Inc., a control system integration company, started comparing his work to brain surgery, I was more than a bit skeptical. Then he kept talking; and making a...
View ArticleThink About It… Week of 2/6/11
“Confusion is always the most honest response.” – - Marty Indik It’s OK to not know everything. Think of it this way, division of labor is THE fundamental key to all human progress. Ditto for...
View ArticleFive Things Sales Managers Should Do on Every Coaching Visit
This post was originally published at Bill Cook Online. Bill is Senior VP of Business Development & Sales at CareSouth and shares some clear, sensible, easily implementable advice for sales...
View ArticleGet Past The “Talking About It” Phase
Creativity is one of the great strengths of the prototypical sales professional. In fact the only other groups I know that are more adamant about their own amazing creativity are sales managers and...
View Article“Talent is not a thing. It’s a process”
I wish it had been me with such a flash of insight. But it was David Shenk in The Genius In All Of Us. He goes on to say, “Any ability is a process that involves building up skills. And we have to...
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Death Of A Business Model (Yours too?)
Being in the railroad business made most railroads blind to the transportation business. They missed the opportunities to gobble up market share nabbed by trucks and airplanes. Most railroads are...
View ArticleFire the sales managers?
It’s something worth thinking about. I won’t claim to have a bullet-proof rationale for firing all the sales managers, BUT… I am convinced that well-designed, properly used techno tools CAN indeed be...
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Content is King (as found on the wall @ Joes Coffee in East Atlanta)
A successful harvest Here at Dreamland we are always discussing new ways to adapt what we do to better fit our clients’ needs. During these discussions there always seems to be one or two new bits of...
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