One of my favourite things to do is read or re-read old business books a decade or more after they were first published. It’s a bit like checking in with psychics at the end of the year to see if Tulsa really did disappear when the birds left. I also like old business books because […]
Archives for March 2013
Dont Waste Your Sales Call Do-Over
There are so few opportunities for redemption in the cold, hard world of B2B selling. Deals are big, cycles are long, memories are longer. But just as tennis offers a second serve, sales offers the get-out-of-suckiness-free card in the form of the follow-up . Last week we met some lazy, ill-equipped and dangerously eager sales people […]