by Bob Junke | Jul 9, 2020 | Blog
Recently I was working with a group of sales managers. If you manage a sales team, ask yourself if you run into the situations they told me about: We lose opportunities late in the sell cycle because an executive we never met said “no”. Some of our opportunities go on...
by Bob Junke | Jun 8, 2020 | Blog
CIOReview recently nominated Adventace as one of the top 20 companies who are at the forefront tackling today’s market challenges with a disruptive solution. The editorial staff said that after evaluating hundreds of companies, Adventace was shortlisted as a company...
by Bob Junke | May 11, 2020 | Blog
Executives define the sales culture in their organization, be it good or bad. At one extreme I have seen executives practice a rigid, nearly unyielding adherence to doctrinaire. This results in illogical “activity-based” management, such as the...
by Bob Junke | Apr 5, 2020 | Blog
CIO Applications is a unique peer-to-peer learning platform for key decision-makers to share expertise on business strategy, technology, innovation, leadership and has been a go-to resource to gain insights on the digital transformation of various businesses from...
by Bob Junke | Mar 3, 2020 | Blog
As the Cheshire cat said, “If you don’t know where you’re going then any road will take you there.” I see many sales cultures that operate that way, resulting in bad, reactive sales cultures. Worse, this makes for poor result. Take a look at...
by Bob Junke | Feb 3, 2020 | Blog
I was in Cambridge, MA, instructing a sales workshop for a large technology firm. Adam, a young salesperson who had attended, skipped the entire last day of the workshop. It was apparent to everyone that he did so to avoid having to do a major role-play in the morning...
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