Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
Category: Performance
Category: Performance
The Killer Closing Technique
You Can't Have Pipeline Integrity Without Deal Integrity..... Posted on May, 2015
Actually, the title of this post should be: You Can't Have Pipeline Integrity … [Read more...]
Why's This Deal Keep Slipping? Posted on May, 2015
I've been reviewing a bunch of deals in a client's CRM system. There's a … [Read more...]
How Well Do You Know Your Customer? Posted on May, 2015
My friend, Tim Ohai, has a brilliant bet he makes with sales people. He puts a … [Read more...]
Starting The Conversation With A Lie...... Posted on May, 2015
I'm sure you experience the same thing I do. Everyday, I get inundated with … [Read more...]
How Is Your Time Being Spent? Posted on May, 2015
"Time available for selling" is plummeting. Several years ago, we assessed how … [Read more...]
Connecting The Dots, Strategy And Execution Posted on April, 2015
I'm sure I'm trying the patience of a number of people in a client … [Read more...]
Skilled Adaptation Or Clueless Reactions? Posted on April, 2015
To the casual observer, the fluidity with which a top performer adapts to a … [Read more...]
Committed To "Not Succeeding?" Posted on April, 2015
I don't know anyone committed to failure. Just the idea of it, sets one on … [Read more...]
Starting With The End In Mind Posted on April, 2015
I learn so much when I spend time with project managers. It may be the manager … [Read more...]
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