I was doing a deal review with a sales person. It was a big deal, important to … [Read more...]
Tag: Business Acumen
But They Really Need The Product!
"What Type Of ROI Are You Looking For?" Posted on November, 2015
I'm reading a post that provides "7 Phrases That Make You Sound Like An [Sales] … [Read more...]
"Tell Me About Your Business Pain...." Posted on November, 2015
"Tell Me About Your Business Pain....." We all recognize this, or it's variants … [Read more...]
How Do You Start Your Prospecting? Posted on October, 2015
I'm coaching a frustrated sales person. He's running up against a brick wall on … [Read more...]
"We Can't Justify Your Price......" Posted on October, 2015
We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
The Challenger Customer Posted on September, 2015
Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
The Data On Sales Success Is In! Posted on May, 2015
We've run across some startling data on sales performance: 99% of sales reps … [Read more...]
Skilled Adaptation Or Clueless Reactions? Posted on April, 2015
To the casual observer, the fluidity with which a top performer adapts to a … [Read more...]
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