Making A Difference Podcast

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Three Questions Critical To Your Ability To Win A Deal

June 5th, 2015

There are 3 questions that are critical to your ability to win a deal.  Do you know what those questions are?  Do you know how your customer would answer them --- for each deal in your pipeline?

If you don't know the answers to these 3 questions, then you ability to win a deal is seriously compromised!

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But My Manager Doesn’t Coach!

June 5th, 2015

Pardon my rant in this podcast.  The highest leverage of a manager's time is in coaching their people.  It's the manager's job to get people to perform at the highest levels possible.  Coaching is a key tool for doing this.

So given this, I get a little upset when I hear from sales people that their managers don't coach them.

Enjoy the rant, would love your views.

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New Models For Marketing And Sales Integration

May 19th, 2015

The folks at Openview Labs asked for my comments in new models for sales and marketing integration.  The original video and post can be found at How To Achieve Sales And Marketing Integration.  I've condensed a few of the key points into this podcast

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The Frightening High Cost Of A Sales Person! A Discussion With John Golden and Eric Quanstrom of Pipeliner CRM

May 19th, 2015

Recently, John Golden and Eric Quanstrom of Pipeliner CRM, and I had a wide ranging discussion on the high costs of a sales person.  Our discussion ranged from hiring, onboarding, training, coaching, sales process and more.  Sales people represent multi-million $ investments, maxmizing the return on those investments is critical!

I hope you enjoy the discussion as much as I enjoyed participating!

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Openview Ventures Labcast–Are You Ready To Go Global?

May 16th, 2015

As start-up start to gain traction in their home markets, the top executives, with some prodding from their investors, look to globalize.  It's an important expansion for any business, but with start-ups it's particularly challenging.  Supporting growth in home markets, while simultaneously trying to open new markets stretches any organization to the breaking point.  Learn some of the considerations in doing this successfully in this discussion.

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