The phone rings, I answer, the voice on the other end asks, "Can I speak to the … [Read more...]
Tag: Communicating
"Can I Have 15 Minutes Of Your Time?"
Are You Playing For Table Stakes, Or Are You Differentiated? Posted on April, 2011
It used to be great products that set us apart—more features, functions, bells … [Read more...]
It Doesn't Matter What We Know, It's What The Buyer Needs Posted on April, 2011
Companies spend $100's of millions every year in training sales people about … [Read more...]
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...]
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