Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]
Category: Performance
Category: Performance
What's Your Ask/Tell Ratio?
There Are No Cliff Notes To Success Posted on May, 2016
I'm ashamed to admit it, but at one time, I was addicted to Cliff Notes. … [Read more...]
Wishful Thinking Posted on May, 2016
Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Don't Disadvantage Yourself In Your Deal Strategy Posted on May, 2016
You've invested time in qualifying your deal. Now you want to move the customer … [Read more...]
High Velocity Prospecting Posted on April, 2016
I'm a huge fan of high velocity outbound calls --- at least when done well. … [Read more...]
Inbound Works---Until It Doesn't Posted on April, 2016
I'm a great fan of inbound marketing/demand gen approaches. What sales person … [Read more...]
Prescriptive Selling Posted on April, 2016
I'm seeing a trend toward increasing prescription in selling. By that, I mean … [Read more...]
Tag, You're It! Posted on April, 2016
All of us probably remember a game from our childhoods, "Tag." One person would … [Read more...]
Volume And Velocity---What's Missing? Posted on April, 2016
There's a huge amount of discussion focusing on Volume And Velocity in sales. … [Read more...]
Do Your Sales People Understand The Objective Of Your Content? Posted on April, 2016
The other day, I downloaded an outstanding market research study. It was … [Read more...]
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