Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
Tag: Business Acumen
The Key To Success Is To Ask Only 4 Questions!
"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...]
It's Not About What Your Product Does.... Posted on August, 2017
Everyday, I speak with sales people who are struggling. They've got a rock … [Read more...]
Putting Yourself In Your Customers' Shoes Posted on July, 2017
As sales people, we need to put ourselves in our customers' … [Read more...]
Cold Calling, Alive And Kicking! Posted on July, 2017
Cold calling is alive---at least when you look at the number of posts … [Read more...]
Rethinking Sales Skills And Competencies Posted on June, 2017
Wayne Gretzky has the famous quote describing why he is an all time top … [Read more...]
Helping Your Buyers Look Beyond Themselves! Posted on November, 2016
We know we need to be customer focused. We know that we are most effective when … [Read more...]
First Impressions Posted on October, 2016
I got one of those calls today. Not dissimilar to some of the other calls I've … [Read more...]
Focus On The Customer Journey, Not Their Buying Journey Posted on September, 2016
Over the years, we've made some progress, shifting our focus from our Selling … [Read more...]
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