From the category archives:
We’ve talked in prior posts about “self awareness.” It seems that same competency should be used to look at your own business–unemotionally–as a 3rd party might. And since the Big 3 Auto business is in the news, I thought we’d use that as a leadership example If I Were In The Auto Business… I did [...]
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[This is part 3 of several on what the CEO should know about selling] What is there about Tiger Woods, Andre Agassi and Peyton Manning they share? Strong inner games. They’re mentally tough. They are probably also better/more competent but I don’t think that came first. I think mental acuity did. They are mentally strong–so [...]
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[This is part 2 of several on what the CEO should know about selling.] The first lesson was on a new model of selling where the prospect sells you on why they need you. That is the new way–like it or not. Think about the kind of customer engagement you get when they’re the ones [...]
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I’ve been reading alot about sales knowledge recently–and I’ve come to the conclusion after talking with many CEO/Presidents, that most of them don’t know much about the selling process. It seems a bit absurd doesn’t it–that the very thing that is responsible for a company’s future–the sales function–is misunderstood by so many leaders. I hear [...]
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