I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
Category: Performance
Category: Performance
"Herding Customers" Through Complex Buying Processes
What's More Important, Experience Or Experiences Posted on August, 2015
The other day I was speaking to a large group of sales people. Many were very … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
Perfect Prospecting Posted on August, 2015
Recently, I published a rant on LinkedIn, "Patient 0 Of Stupid Prospecting." … [Read more...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
It's Not About You! Posted on August, 2015
I'd spent a long day doing deal reviews and a few critical call planning … [Read more...]
Send Your Customer Your Call Plan! Posted on August, 2015
You do have a written call plan for every meeting, don't you? Have you ever … [Read more...]
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...]
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