Periodically, we do deep research on what drives winning. A couple of years … [Read more...]
Category: Performance
Category: Performance
Wearing A Blue Suit Drives Higher Win Rates
Time Available For Selling Posted on January, 2020
Without a doubt, sales people have a lot of things that distract them from being … [Read more...]
When The Incremental Cost Of Stupidity Is $0 Posted on January, 2020
I'm at the ripe young age where I have seen a lot of different scenarios for … [Read more...]
The Forecast Review Posted on January, 2020
We are only a few days into a new quarter, but I'm deep into forecast reviews. … [Read more...]
When Prospecting Isn't Enough! Posted on December, 2019
It seems universal, we don't have enough in our pipelines, we have to prospect. … [Read more...]
"Buyer's Remorse" Grows Up Posted on December, 2019
When I first started selling -- way back in the dark ages -- one of the things I … [Read more...]
Pricing And Discounting Are Different! Posted on December, 2019
As usual, I've stuck my nose into some on-line discussions. This time, the … [Read more...]
False Choices: Transactional Versus Solution Selling Approaches Posted on December, 2019
Often, I get into conversations about the sales approach a company deploys. … [Read more...]
Apples And Oranges Posted on December, 2019
Let's imagine that for some reason you want to evaluate the performance of … [Read more...]
FUD-Fear, Uncertainty, Doubt Posted on December, 2019
FUD has been an element, unfortunately, of sales and selling probably since the … [Read more...]
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