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