You do have a written call plan for every meeting, don't you? Have you ever … [Read more...]
Category: Performance
Category: Performance
Send Your Customer Your Call Plan!
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
The "Competitor" Question Posted on August, 2015
It happened again this morning. I was doing a review with a sales person. It … [Read more...]
"TWAM" Is A Terrible Social Engagement Strategy! Posted on July, 2015
Over the past years, but particularly over the past couple of months, the level … [Read more...]
"I Want To Follow-Up Our Earlier Conversations....." Posted on July, 2015
I feel obligated to put a disclaimor on my behavior at the beginning of this … [Read more...]
Smart Marketers Acting Stupidly Posted on July, 2015
Before I go any further, I know there are some detractors out there who will … [Read more...]
"Let's Catch Up......" Posted on July, 2015
A couple of times a day, I skim my "Junk Mail" folder checking to see if there … [Read more...]
Letting The Customer "Opt-Out" Is Not A Nurturing Strategy Posted on July, 2015
I had an interesting, unexpected reaction to my "Stop Nurturing Me" post. An … [Read more...]
What Sales People Can Learn From High Jumping Posted on July, 2015
High jumping is a fascinating metaphor for sales success, at least in my … [Read more...]
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