I have to admit, part of the reason I'm writing this post is to ease my … [Read more...]
Tag: Business Acumen
Why Do They NEED What You Are Selling?
Questions We Are Afraid To Ask Posted on December, 2014
Often, in talking about deals with sales people, there are things that just … [Read more...]
Sales People Are Not Automatons! Posted on December, 2014
Recently, I was doing pipeline, deal, and territory reviews with several sales … [Read more...]
Finding Time For The Decisionmakers Posted on October, 2014
I wrote, Finding The Decisionmaker, discussing the consensus buying process and … [Read more...]
Curiosity, Critical For Sales And Leadership Posted on September, 2014
Curiosity may have killed the cat, but it is a critical competency for top … [Read more...]
"I Can Save You More Than You Are Currently Spending" And Other Stupid Sales Ploys Posted on August, 2014
We've all gotten the call, the phone rings, it's a sales person. Somewhere in … [Read more...]
You Won't Win With The Best Product! Posted on August, 2014
Sales people are obsessed with products. We know every feature, function, feed, … [Read more...]
Learning To Teach Posted on July, 2014
I've been writing about "teaching our customers" these days. To often, what I … [Read more...]
Financial Literacy---Critical For Sales Posted on June, 2014
Financial literacy is critical for sales success. We have to be able to … [Read more...]
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