We've long known (whether we use it or not) about the "sales process." … [Read more...]
Category: Performance
The Customer Focused Sales Process
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...]
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...]
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