The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
Category: Performance
Category: Performance
The Problem With "USPs," They Aren't Unique
Who's Responsible For Sales Enablement? Posted on June, 2018
Long time readers might accuse me of asking a trick question. The obvious … [Read more...]
Do You Have The Right Sales Business Model? Posted on June, 2018
No sales business model is "forever." As our markets change, as our customers … [Read more...]
What's With All These F#!@&*g Reviews!!! Stop Wasting My Time! Posted on June, 2018
It seems managers are always asking for and conducting reviews. Sales people … [Read more...]
Features And Benefits Posted on June, 2018
Somehow, we think features and benefits are important. Every beginning sales … [Read more...]
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...]
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