Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the … [Read more...]
Category: Performance
Category: Performance
How Do You Want To Be Sold?
Buzzword Bingo, Sales Edition Posted on November, 2021
Some years ago, partly to overcome the boredom of PowerPoint pitches, Buzzword … [Read more...]
Are We Accomplishing Enough In Customer Meetings? Posted on November, 2021
Ideally, we are spending as much time as possible, working with our customers to … [Read more...]
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
Our "Success" Blinds Us To Our Underperformance! Posted on November, 2021
Not long ago, I was speaking with the executive team of a fairly large company. … [Read more...]
Salespeople, The Help You Are Giving Your Customers Isn't Very Helpful! Posted on November, 2021
Hopefully, most sales people recognize they create more value when they are … [Read more...]
On Questions And Questioning Posted on October, 2021
Questions are probably one of the most critical tools for sales people and all … [Read more...]
"I Feel Like I'm Being A Pest!" Posted on October, 2021
As I talk to sales people, I'm hearing this frustration being expressed more and … [Read more...]
The Ossification Of Selling Posted on October, 2021
I just completed a post on the "Ossification Of Selling." It was finished, I … [Read more...]
Tired Selling Advice Posted on October, 2021
Even "sales gurus" get it wrong. I was reading an article entitled "15 Rules Of … [Read more...]
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