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Archive | Sales Performance

Confusion About Metrics

Blog post by on July 22, 2014

I recently read an article from someone I respect, “Revenue Is Not A Metric.”  To be honest, I was confused–as I read the article, there was some clarification–”revenue is a result….” As I usually do, when I …

One-Sided vs. Two-Sided Arguments

Blog post by on July 22, 2014

When presenting your point of view, should you adduce only the arguments in your favor, or those opposed as well? There are several good reasons for presenting a one-sided argument. The first reason is focus; it’s so …

Dealing With Ambiguity

Blog post by on July 21, 2014

Things are so much easier when they are black or white, when there is a “right answer” to every question or issue we face.  Unfortunately, in the real world of buying and selling, there are no right …