Over the past few weeks, I've published a number of posts on pricing, value … [Read more...]
Category: Performance
Category: Performance
Good News, We Won! Bad News, We Won!
Customer Retention, Whose Job Is It Anyway? Posted on April, 2013
I wrote, Customer Retention-Different Approaches, the other day. It stimulated … [Read more...]
Customer Retention, Different Approaches Posted on April, 2013
Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
"How Much Does That Cost?" Posted on April, 2013
A natural question customers always ask is, "How much does that cost?" … [Read more...]
CRM And Oysters Posted on April, 2013
I'm at Gerhard Gschwandtner's and Selling Power's Sales 2.0 Conference in San … [Read more...]
Don't Confuse Buying And Selling! Posted on April, 2013
I feel like I'm about to emulate the famous Gordon Gecko speech in the movie, … [Read more...]
"But Your Price Is Too High" Posted on April, 2013
It's the customer's moral and business obligation to always challenge you with, … [Read more...]
You're Making The Number, But Are You Achieving Your Potential Posted on March, 2013
I'm an unapologetic believer in the concept, "It's your God-given right to 100% … [Read more...]
Sales Forecast Accuracy, Demand Planning And Other Ramblings Posted on March, 2013
I've been involved in a number of conversations about my positions on Sales … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
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