I was meeting with the executive team of an organization. They were proud, as … [Read more...]
Category: Performance
Category: Performance
Making "The Number" May Not Be Enough!
What Are The Two Biggest Factors Impacting Your Win Rate? Posted on December, 2021
I get into a lot of conversations with sales people and leaders about winning … [Read more...]
"Advancing The Sale" Posted on December, 2021
Most of our time, as sales people, is figuring out, "What do we do next to win … [Read more...]
The Webinar..... Posted on December, 2021
I received an email from someone I respect. It was for a webinar on a very … [Read more...]
How Do You Want To Be Sold? Posted on December, 2021
Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the … [Read more...]
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...]
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