I had lunch recently with Mark S., owner of a small manufacturing and distribution firm who announced, “I had to divorce one of my largest customers today.” I wasn’t taken back by his statement, as I have always known Mark to manage his business w…
Sales enablement is not about sales. “What? That doesn’t make sense,” you might think to yourself. I’ll go a little further. Sales enablement as a concept is flawed at its core. Bold words from someone who loves sales and makes a good living focus…
It was a simple conversation with 40 pricing professionals, part of a “current events” topic in pricing session. Towards the end, one of the pricing directors for a line of machines raised her hand and said, “I’m about to have a special price prom…
