It was one of those big opportunities. It would make or break the following … [Read more...]
Tag: Business Acumen
How Interested In Your Customer Are You?
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...]
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...]
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