I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
Category: Performance
Category: Performance
Win/Loss Analysis--Are You Learning As Much As You Should?
The "Heavy Lifting" In Buying And Selling Posted on January, 2022
Selling is difficult. We have to find opportunities for our products and … [Read more...]
Making "The Number" May Not Be Enough! Posted on December, 2021
I was meeting with the executive team of an organization. They were proud, as … [Read more...]
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...]
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