Over the past years, sales people have become a prime target for "help." It's … [Read more...]
Category: Performance
Category: Performance
All Your Help Is Killing Me!!
Activities Or Results, What Should We Do? Posted on May, 2016
In reading the title, many of you may be asking, "Dave to you get up on the … [Read more...]
Get Smart, Do Good! Posted on May, 2016
I've been obsessing about this date, May 24, 2016 for some months. It is the … [Read more...]
Doing The Deal Or Solving The Problem Posted on May, 2016
I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
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...]
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