BlogRead the Latest on Revenue Risk Management

Category Archives: Sales readiness

Sales Lesson #1: Don’t “Get” Your Customers to Do Anything!

Every so often, an article with a title like How to Get Any Customer to Take Action Immediately, burbles into my newsfeed. There are infinite variants. No matter what you want your customers and prospects to do, you can count on finding a putative method for making it happen. But for all the how-to’s devoted […]

Read more ...

Considering a Career in Sales? Find Something Different!

“Do you know what a sales interview is?” a friend of mine quipped. “It’s one person lying about the future, talking to another lying about the past.” My friend knew his joke contained truth. Newly retired from B2B sales, he wasn’t sanguine about the future of the profession. As we chatted over lunch, I added […]

Read more ...

Learning: Does Your Sales Culture Lead – Or Get in the Way?

“Quit allowing your salespeople to make any excuses.” This shiny emblem of willful ignorance carries a clear message: “Talk to the hand, ‘cause the face ain’t listening.” But under this noxious edict, some learnings thrive. For management, it’s how to be close-minded. And for salespeople, it’s that higher-ups don’t care. Low-productivity sales organizations don’t just […]

Read more ...

Wells Fargo’s Restitution Must Include Its Fired Sales Employees

Today, there’s a bold headline featured in full-page ads in newspapers across the US. In case you missed it, it’s printed in Wells Fargo red: “Moving forward to make things right.” Contrition, superimposed on a beautiful Western backdrop. In the foreground, a team of six strong horses in full stride pulling a stagecoach. No ethical […]

Read more ...

Three Things You DON’T Need to Know for Sales Success

In Virginia, the day after Labor Day means back-to-school. A tradition that reminds us that summer has entered its final fade, taking with it the sweet scent of suntan lotion, long days, warm nights, and fireflies. The day means boxy yellow school buses filling the roadways, and thousands of kids heading from home in the […]

Read more ...