The Francine Files: How an Average Seller Achieved B2B Sales Mastery
Today, I want to dig into the transformation of the modern B2B seller. We talk a lot about things like process, methodology, content, tools, and technology, especially the rise of AI, but at the end of the day, B2B sales is still a human-to-human endeavor. The problem is, most humans are doing it wrong. This […]
Continue readingThe Theory of Constraints in Sales: Find and Fix What’s Limiting Your Revenue Growth
Ray Delgado had run the manufacturing plant at Nuvanta AirTech for six years. For two of those, he’d been improving it one station at a time. He got results, too. Several stations ran measurably faster than they had. Utilization looked good. Scrap was down. Every number Ray could point to on a station-by-station basis had […]
Continue reading