The universal lament of sales people is, "Why aren't my customers buying? I'm … [Read more...]
Tag: Business Acumen
"I'm Selling As Hard As I Can, Why Aren't You Buying?"
What Do Our Customers Care About Now? Posted on April, 2020
We are experiencing the mother of all "trigger events." No company, no … [Read more...]
Time Available For Selling Posted on January, 2020
Without a doubt, sales people have a lot of things that distract them from being … [Read more...]
Do We Need Sales People Any Longer? Posted on August, 2019
Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Are Your Sales People "Organizationally Nimble?" Posted on May, 2019
When we talk about critical skills and competencies of great B2B sales people, … [Read more...]
Do We Know How To Do "Needs Discovery/Analysis?" Posted on May, 2019
My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
How Do We Improve Forecast Accuracy? Posted on May, 2019
Yesterday, I wrote, Forecast Accuracy, Again. It's an important foundation to … [Read more...]
How Interested In Your Customer Are You? Posted on May, 2019
It was one of those big opportunities. It would make or break the following … [Read more...]
What Problem Is Your Customer Really Trying To Solve? Posted on April, 2019
The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
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