I was recently asked to review the "first meeting" presentation for a large … [Read more...]
Category: Performance
The Prospecting Presentation....
On Time Management, A Non-Traditional View Posted on June, 2022
Time management is, more than ever, an issue for each of us. While so many of … [Read more...]
Selling And Great Cooking Posted on June, 2022
The other day, I read a great post from David Masover, comparing sales with … [Read more...]
"A Seat At The Table...." Posted on May, 2022
Over the past 6-7 years, increasingly, I've seen too many discussions about … [Read more...]
Lead Follow-up Malpractice Posted on May, 2022
Everyone struggles to generate leads. We struggle to provoke interest, to … [Read more...]
Unintended Consequences, Games Sellers Play... Posted on May, 2022
Too often, in trying to "manage performance," we put in place rules, policies, … [Read more...]
The Prospecting Call(s) Posted on May, 2022
The phone rang, I absently picked it up, thinking it was another call that was … [Read more...]
Sales Enablement, The Sound Of One Hand Clapping Posted on May, 2022
Again, I have to start this post with an apology. I'm a huge fan of sales … [Read more...]
Selling Skills Posted on May, 2022
Here's a pop quiz for sellers and sales enablement folks. Be honest, don't … [Read more...]
Improv In Selling Posted on May, 2022
Readers might be a little surprised about the concept of Improv In Selling. … [Read more...]
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