I'm suppose, after all the years I've spent working with "sales people," I … [Read more...]
Category: Performance
Category: Performance
We Need Sellers Who "Sell," Not Take Orders
Prospecting Is Not An Event! Posted on June, 2020
We get so much about prospecting wrong. We reach out to people who are far … [Read more...]
Understanding The Numbers Posted on June, 2020
When we talk about business, we quickly get to talking about the … [Read more...]
Do Your Friggin Homework! Posted on June, 2020
We struggle with achieving goals and producing results. Whether it's … [Read more...]
Are You Managing The Process Or Is It Managing You? Posted on June, 2020
Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Sales People Need To Pay Their Way! Posted on June, 2020
Over the past several weeks, I've gotten into a number of discussions about the … [Read more...]
Where's The Puck Going? Posted on June, 2020
"I skate to where the puck is going to be..." It's a quote attributed to Wayne … [Read more...]
On Planning And Preparation Posted on June, 2020
Anyone who has spent any time with me knows that I'm focused on planning and … [Read more...]
"Getting Back Out There" Posted on June, 2020
I have to admit, I'm going stir crazy. My days are filled with back to back … [Read more...]
".... More Challenging Than I Expected...." Posted on June, 2020
Just got a note from a good friend. About 6 months ago, he and I discussed a … [Read more...]
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