There were some interesting comments on my post, Focus On The Customer--Magic … [Read more...]
Category: Performance
Category: Performance
Knowing Versus Doing
Figuring It Out, Critical Sales Competency! Posted on June, 2015
I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Your Numbers Give You The Questions, Not The Answers! Posted on June, 2015
I'm obsessed with metrics and numbers. Call anyone in our company for help on … [Read more...]
Prospecting---Sweaty Palms And Picking Up The Phone! Posted on June, 2015
Last week I was having a conversation with an executive. This executive had an … [Read more...]
Whose Performance Problem Is It? Posted on June, 2015
A while back I was involved in a discussion about performance. For some reason, … [Read more...]
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
What Does It Mean To Be A Channel In An Omnichannel World? Posted on June, 2015
All the talk in B2C and B2B these days is "omnichannel." The B2C world has … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Did You Write The RFP? Posted on June, 2015
I was asked to participate in a deal review. It was one of those "mega" deals, … [Read more...]
Stop Making Sales People Look Stupid! Posted on June, 2015
Would you willingly make 10,20, 30 prospecting calls a day if you knew the … [Read more...]
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