Monthly Archives: March 2011

Great News! What We’re Doing Isn’t Working!

Posted on March 26, 2011 by John

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

How To Get More Value From Sales Efforts

Posted on March 22, 2011 by John

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