sales strategy. It’s time to be innovative. As a rookie salesperson at Xerox, I prepare diligently for my 4th Quarter Review. I’m expecting to sit down with my sales manager for a thorough review of my pipeline. However, I am stunned to see six executives sitting at the conference table when I walk into the boardroom. Six? Why the executive presence?
sales strategy trends. A post from Mary Barra, CEO of General Motors, took my breath away… "…we will no longer allow our company the indulgence of asking “why.” We as a company will focus on “what.” What can we do?' Why was I overjoyed to read Mary’s post? She reinforced the exact point I had made in my 5 Bold Predictions keynote for the Economic Times Sales Strategy Virtual Summit in India – the incredible power of “what.” “What” questions stimulate productive, future-focused thinking. They drive positive change and breakthrough results.