Monthly Archives: March 2011

A client called me last week to ask if amacus was still working. Yes, I said. Why do you ask? “Ten days ago absolutely everything our sales team was doing simply stopped triggering any buyer actions.” Well, I said, the … Continue reading

Posted in Change management, Metrics, Productivity, Return on Effort | Tagged | 2 Comments

In this podcast, Steven Forth and I discuss our respective takes on the importance of improving the effectiveness of sales conversations and pricing negotations. ¬†This includes the importance of uncovering buyer value in improving both. We also discuss some of … Continue reading

Posted in Change management, Conversations, Craftsmanship, Leverage Point, Metrics, Pricing, Productivity, Return on Effort, Sales cycles | Tagged , | Leave a comment