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Enterprise Selling: The Difference Between Owning a Cat and Herding Cats Herding Cats Winning, growing, and keeping enterprise accounts presents complexities far beyond those offered by small and medium-sized accounts. Unique challenges, such as vast, diverse buyer networks, long sales cycles, and the significant investments that accompany enterprise pursuits create problems we don’t encounter in ...

The Most Critical Of Employee Engagement Strategies Employee engagement consistently ranks as one of the top three issues keeping leaders up at night. You would have to be living under a rock these days not to know that. While writing Own It: Redefining Responsibility – Stories of Power, Purpose & Freedom, I learned a lot about ...

Many years ago I met a prospect. It was a printing & publishing company. The lead time in each stage of the Sales Process was very high. I understood that the prospect definitely had a requirement, had budgets & was the decision maker. Yet the sale didn’t happen. It was a private enterprise but for ...

Is anyone besides me tired of hearing complaints from salespeople about how much more difficult sales is today than 20 years ago? The usual complaints are, “The prospect is more educated, no one is picking up the phone, there is a ton of competition.” It’s time to stop the pity party and conduct a reality ...

If you want to be noticed and remembered, there are some simple, even obvious, things you can do - you might be surprised by the results!

“Things are not always what they seem.” We can thank Phaedrus, an Athenian who lived around 400 BC, for that insight. He’s also credited with saying “opportunity has hair in front, but is bald behind.” A curious metaphor. Phaedrus isn’t the up-tempo spirit I’d want on my innovation team today. But he’s my kind of ...

How to be a Brilliant Sales Leader in 16 Easy Steps We get besieged with mountains of advice on how to be a good sales leader. A sales leader who practices their craft according to principles espoused by the crowd of academics, consultants, and other self-proclaimed experts. Whereas guidance from pundits can be useful, it ...

I am going to tell a story of how dogs can help you gain referrals… …But first, let me reassure you that this article really is about gaining sales referrals, and will ultimately increase your profits. (Which is why you’re reading this magazine, right?) But I digress. Let me continue with the story. Referrals and ...