Companies spend $100's of millions every year in training sales people about … [Read more...]
Tag: Communicating
It Doesn't Matter What We Know, It's What The Buyer Needs
Effective Sales Coaching--Closing The Loop Posted on April, 2011
Great coaching is one of the highest impact activities a sales manager can … [Read more...]
The Difference Between Good And Great Posted on March, 2011
What's the difference between good sales people or sales managers and truly … [Read more...]
Defining Value Posted on March, 2011
After I published my post, Rethinking Value, an interesting discussion/debate … [Read more...]
Rethinking Value Posted on March, 2011
I've written a lot about value propositions, but I think we really need to … [Read more...]
Sales Professional 3.0 Posted on March, 2011
Okay, okay, I know the title of this post will shock many of my regular … [Read more...]
Are You Selling To Where Your Customer Is Going To Be? Posted on March, 2011
Wayne Gretsky attributed part of his greatness as a hockey player to, "always … [Read more...]
Performance Management -- The Measured Mile Posted on March, 2011
In my last post, I talked about the importance for managers manage performance … [Read more...]
If Our People Fail, We Have Failed As Managers Posted on February, 2011
In our Future Selling Institute Office Hours last Friday, my friend, Jonathan … [Read more...]
Isn't Social Networking About Connecting With People? Posted on February, 2011
I received an intriguing invitation to “connect” today. Best described, I was … [Read more...]
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