Who cares about your agenda?

Nobody does. Particularly if you’re in sales. But if only the modern sales executive would understand. The modern-day sales cycle is becoming increasingly complex. Everyone’s busy (no, they’re damn busy!) despite their short attention spans, which seems to be getting shorter by a microsecond every year… around 10-20 minutes. (Wait, did you actually believe it’s […]

Speak to the right person… always!

If you’re desperate for making the quota, get this, you won’t. Especially if you keep doing the same things and expect different results. The other day I spoke about the importance of having a rock-solid sales process, but even the world’s best process won’t save you if you’re speaking to the wrong person. And guess, […]