I've been involved in a number of discussions about independent sales reps … [Read more...]
Category: Performance
Category: Performance
Independent Sales Reps -- A Powerful Channel
Imitation May Be A Sincere Form Of Flattery, But It's A Loser's Strategy Posted on August, 2011
It seems imitation is rampant, we're surrounded by it. Often there seem to be … [Read more...]
My Name Is Not "Occupant Or Current Resident" Posted on August, 2011
I received a surprising email the other day. It was from some "expert" in … [Read more...]
The Handwritten Prospecting Letter Posted on August, 2011
I've been tracking some discussions about old school approaches to engaging … [Read more...]
Paying Attention Posted on July, 2011
The other day, I was returning to the office from a meeting. The drive was a … [Read more...]
Quantity Or Quality Posted on July, 2011
For those of you that follow me, you may think, "Here's Dave ranting about … [Read more...]
On Collaboration And Partnering Posted on July, 2011
More than ever before, collaboration and partnering are critical to business … [Read more...]
Relationships Don't Get You The Order! Posted on July, 2011
Before you misunderstand, relationships are very important in sales. If … [Read more...]
What Would Your Customer Say? Posted on July, 2011
A major part of what I do for a living is to help individuals and organizations … [Read more...]
It's Not About The Questions, It's The Conversation Posted on July, 2011
There's a huge amount of discussion about questions in selling. Entire books … [Read more...]
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