Leading companies are building stronger, more reliable, and recession-proof pipelines. When times get crazy. When there is uncertainty in business. When the markets take us on a roller coaster ride. When the world seems to be mired in chaos. We…
If you use the same message that other sales people are using, you have created something commonplace that the buyer's brain then creates a pattern for. You immediately sound like Charlie Brown's teacher. Every holiday season, one of the major…
We needed to look at the world, and in this case the situation, from another set of lenses - not the ones we were used to viewing situations with. Throughout the course of history, humans from different parts of the…
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share, and continually stay “top of mind”…
The solution is simple and it involves a shift in mindset and action. One without the other is no good. I golf. Upon finishing a round, we often make it a point to socialize on the patio at our country…
In Malcolm Gladwell’s book, The Tipping Point, there is a story about Paul Revere and the immense influence he had. People knew him. People recognized him. When the needed to get the “word out” that the British were coming, people…
Partner Managers are under-utilized, under-trained, and under-performing when it comes to hitting the organization’s goals and objectives. Companies that sell through indirect channels rely heavily on the Partner Manager to maintain relationships with channel partners and drive the business. More…
All companies want to thrive. No company just wants to just “exist”. It’s “business nature” to want to grow, to become better…..to thrive. We wrote about Rising channels (see the previous blog) and discussed how vendors are well-intentioned when developing…
What one reads is different than the words written. Quite often the message we wish to send people isn't actually the message that is received. What was meant to come across as good sometimes turns to bad, and conversely so.…
- Keith Lubner
- https://salesgravy.com/teams/keith-lubner/
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