First, I have to credit my friend Jack Malcolm as the inspiration for this … [Read more...]
Category: Performance
Category: Performance
Lean Sales And Marketing --- Making Workflow Visible
If It's Common Sense, Why Isn't It Common Practice? Posted on July, 2012
I was having coffee with a close friend, @francineallaire, this morning. She's … [Read more...]
Lean Sales And Marketing -TAKT Time Posted on July, 2012
For those of you with a background in Lean, TAKT Time is a familiar concept for … [Read more...]
The Intrusiveness Of Prospecting Posted on July, 2012
I've been carrying on a number of discussions in various forums on LinkedIn. … [Read more...]
The Importance Of "Cross Training" For Sales Posted on June, 2012
The next 6-8 weeks represent one of those "died and gone to heaven" periods for … [Read more...]
You Can’t Win The Price Objection By Talking About Price! Posted on June, 2012
I was working with a sales team recently. We were talking about “THE PRICING … [Read more...]
"Well It Worked, Didn't It?" Posted on June, 2012
I'm constantly amazed by the misrepresentations, lies, and trickery sales people … [Read more...]
Lean Sales And Marketing --- Leaning Our Sales Process Posted on June, 2012
Process is a fundamental part of "Lean." We can't possibly be Lean without … [Read more...]
Finding The Decision Maker Posted on June, 2012
As sales people, we are trained to ruthlessly seek out the decision maker and … [Read more...]
Focus--What Separates Top Performers From Everyone Else Posted on June, 2012
We're all incredibly busy. Our days get filled with all sorts of … [Read more...]
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