Why do executives, marketers, and sales people continue this insane behavior?! … [Read more...]
Category: Performance
Category: Performance
When Will Sales People Stop This Insanely Stupid Behavior?
Sitting On The Customer's Side Of The Desk Posted on May, 2011
Not long ago a sales person called be with an idea that I thought was … [Read more...]
Dear Mr. Customer: I Try Hard To Be A Great Sales Professional...... Posted on May, 2011
Last week, I met with a sales team I’d been coaching on a large opportunity. … [Read more...]
Are We UnderPerforming Our Potential? Posted on May, 2011
Last month's Harvard Business Review focus on, of all things, Failure. One of … [Read more...]
Sales IS A Numbers Game! Posted on May, 2011
Sales is a numbers game--there is absolutely no doubt about that. Our "numbers" … [Read more...]
"Can I Have 15 Minutes Of Your Time?" Posted on April, 2011
The phone rings, I answer, the voice on the other end asks, "Can I speak to the … [Read more...]
Purposefulness--Getting What We Want versus Getting What We Get Posted on April, 2011
As sales professionals, we all know what we want----We want to win the deal, We … [Read more...]
Metrics, It's All Relative Posted on April, 2011
A couple of weeks ago I wrote a piece, What We Miss About Sales Metrics. In … [Read more...]
Price Is NEVER The Only Decision Criteria! Posted on April, 2011
I have to admit being a little frustrated. Over the past two weeks, I must have … [Read more...]
Understanding Our Customers' Decisionmaking Processes Posted on April, 2011
Understanding how our customer will make a buying decision is critical to our … [Read more...]
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