Yesterday, I wrote about Value Creation. One individual raised an interesting … [Read more...]
Category: Performance
Category: Performance
Earning The Right To Be A Value Creator
If Your Sales Organization Is Underperforming, Would You Know? Posted on March, 2012
"Well duuuuuh Dave, what a stupid question, isn't easy to tell? After all, … [Read more...]
Who Are The "Sales Influencers" In Your Company? Posted on March, 2012
Lori Richardson posed a very challenging question at Focus.com: "What is your … [Read more...]
Is Your Closing Presentation Meaningful To Your Customer? Posted on March, 2012
Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
Win Or Lose, Do It Fast! Posted on March, 2012
The only thing worse than losing is losing after a loooonnnnnnng sales cycle. … [Read more...]
Customer Retention, A Rant Posted on March, 2012
Business is tough everywhere. As sales professionals, we struggle to find … [Read more...]
"Pissing On The Ashes" Posted on March, 2012
My post yesterday stirred some discussion, Stop Spending So Much Time Coaching … [Read more...]
Stop Spending So Much Time Coaching The Bottom Of The Funnel Posted on March, 2012
It's approaching the end of the month and quarter. Everywhere I turn, people … [Read more...]
No Room For Farmers! Posted on March, 2012
Sales people are often described as Hunters or Farmers. Hunters have been … [Read more...]
Coaching--It's Not About Giving The "Answer" Posted on March, 2012
Coaching is critical to improving performance--regardless the role we are in. … [Read more...]
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