Questions are probably one of the most critical tools for sales people and all … [Read more...]
Category: Performance
Category: Performance
On Questions And Questioning
"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...]
Pet Peeves--LinkedIn Surveys Posted on October, 2021
This is #B2BPetPeeves week (Thanks Hank Barnes and friends). This morning I … [Read more...]
Goal Attainment Is More Than Making The Number! Posted on October, 2021
Over the past couple of weeks I've had a lot of conversations about sales … [Read more...]
"Sorry For Reaching Out Randomly...." Posted on October, 2021
I'm quickly going through my email. I opened an email that I knew would be a … [Read more...]
Who's Coaching Our Customers? Posted on September, 2021
Everyone needs coaching. I've spent a lot of time in this blog talking about … [Read more...]
Are You Important To Your Customer? Posted on September, 2021
I have to admit, and apologize to a few folks, I lost it in a meeting … [Read more...]
Stop Wasting Time Prospecting! Posted on September, 2021
95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
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