I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
Category: Performance
Category: Performance
Doing The Deal Or Solving The Problem
Surrendering Your Business Strategy To Your Sales People Posted on May, 2016
Do you want your sales people defining your business strategy? As good as they … [Read more...]
Please Stop Insisting We Have A Problem Posted on May, 2016
I really appreciate sales people who bring us new insights about things … [Read more...]
When Numbers Lie Posted on May, 2016
I was conducting a series of reviews with a team of sales executives. They were … [Read more...]
What's Your Ask/Tell Ratio? Posted on May, 2016
Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]
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...]
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