I've been obsessing about this date, May 24, 2016 for some months. It is the … [Read more...]
Category: Performance
Category: Performance
Get Smart, Do Good!
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...]
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...]
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