Somehow, we think features and benefits are important. Every beginning sales … [Read more...]
Category: Performance
Category: Performance
Features And Benefits
Sales Enablement, "Build It And They Will Come...." Posted on June, 2018
Sales enablement is a "hot" issue in driving sales effectiveness/performance. … [Read more...]
You Can Lead A Sales Person To Water, But You Can't Make Him Think! Posted on June, 2018
So much of the conversation we see in selling is on enabling the sales person … [Read more...]
What We Do Is Not Complicated--Yet We Have A Tendency To Complicate It. Posted on June, 2018
My friend, Andy Paul wrote a brilliant newsletter piece this weekend, entitled … [Read more...]
Our Need To Sell Is Irrelevant To The Customer Posted on June, 2018
As sales people, we are driven by our need to sell. Whether it's the drive to … [Read more...]
Freeing Up "Time To Sell" Is BS! Posted on June, 2018
A friend forwarded me an article entitled, "Giving People More Time To Sell Is … [Read more...]
Survey Fatigue And Customer Experience Posted on June, 2018
Companies are obsessed (Hmmm, maybe not) with customer experience. Many seem to … [Read more...]
Sales Heroics Are Actually Sales Failures! Posted on June, 2018
All of us revel in stories of the deal where we took dramatic actions and … [Read more...]
Beware Of "Experts" Sharing Data..... Posted on May, 2018
I guess part of being perceived as being an expert is sharing data and … [Read more...]
Valuing Time--Your Customers' And Yours Posted on May, 2018
Time is the only non-recoverable thing that each of us controls. We waste it, … [Read more...]
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