My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
Tag: Business Acumen
Do We Know How To Do "Needs Discovery/Analysis?"
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...]
Changing The Questions Posted on March, 2019
We know questions are critical to our success as sales people. Sadly, we ask … [Read more...]
"We Chose The Vendor With The Most Complete Solution" Posted on November, 2018
I just read a report, "The Mood Of The B2B Buyer." The results weren't … [Read more...]
Moving Beyond The "Chaotic Buying Process" Posted on October, 2018
It seems in recent months, the sales and marketing world is suddenly waking up … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
"Water, Water Everywhere....." Posted on March, 2018
In the Rime Of The Ancient Mariner, Samuel Taylor Coleridge writes, "Water … [Read more...]
Knowledge Is Power Posted on August, 2017
Knowledge is power---this has been acknowledged for years. Let's assume that's … [Read more...]
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