I'm sitting in my office--it's 97 degrees in the office, I'm fuming, it's been … [Read more...]
Category: Performance
Category: Performance
80% of Customer Satisfaction Is Meeting Your Commitments -- The Little One's.
The Most Used - Useless Metric In Sales! Posted on July, 2010
For years I've been amazed by the number of very smart sales people and leaders … [Read more...]
Words Are Important In Sales Posted on July, 2010
Words are important in sales! We're always looking for the right word--the one … [Read more...]
Shortcuts Posted on July, 2010
It seems to be human nature to take shortcuts. We want results immediately, we … [Read more...]
Sales Goals Or Sales Process, Which Is Most Important? Posted on July, 2010
Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales … [Read more...]
You Lose Because Of What You Don't Do Posted on July, 2010
Over the past few days, I've been participating in a loss review with one of my … [Read more...]
Are You Playing At The Top Of Your Game? Posted on July, 2010
I know, I know, we use way too many sports metaphors to talk about selling. But … [Read more...]
May I Speak To Ms. Company Inc? Posted on June, 2010
I got a really interesting email today--actually, I get these emails … [Read more...]
What Happened To The Conversation? Posted on June, 2010
This morning, I was out for my morning run around the lake. Up ahead, I saw a … [Read more...]
7 Questions You Must Be Able To Answer To Win The Deal! Posted on June, 2010
I'm constantly about how few sales people really understand what their customers … [Read more...]
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