Mid-year is approaching. I'm talking to a lot of people about where they are … [Read more...]
Category: Performance
Category: Performance
Only One Thing Is Sacrosanct To Sales
Creating Crap At The Speed Of Light Posted on May, 2012
There are a huge number of tools available to help sales professionals be more … [Read more...]
Pattern Recognition And The Sales Process Posted on May, 2012
The human brain is an awesome instrument! One of the things it enables us to … [Read more...]
How Easy Are You To Do Business With? Posted on May, 2012
I have to admit, I'm writing this out of a little bit of frustration. I have a … [Read more...]
Media Business In Trouble Posted on May, 2012
The media business is changing. Traditional media--newspapers, journals, and … [Read more...]
"Have I Got A Deal For You!" Posted on May, 2012
The phone rang, I picked it up. The voice on the other end went into it's … [Read more...]
What Do We Do Next? Posted on May, 2012
Every year, I sit through hundreds of deal reviews. They all seem to go the … [Read more...]
Prospecting--Exhausting All The Alternatives Posted on May, 2012
Truth be told, most sales people would prefer to have a root canal than … [Read more...]
Sales Process, A Special Version Of Project Management Posted on April, 2012
Recently, I met with the executive team of a large consulting/systems … [Read more...]
If You Don't Know Where You Are Going, Any Road Will Get You There Posted on April, 2012
A well known saying, "If you don't know where you are going, any road will get … [Read more...]
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