Last Week I wrote about "We Have To Call At The Top," suggesting the concept of … [Read more...]
Tag: Communicating
Appointments With Sales People Fall Short Of Executive Expectations
Our Customers Need To Do A Better Job Of Buying! Posted on August, 2010
A few years ago, I was talking to a sales manager. He was expressing some … [Read more...]
I Don't Have Time For Social Media! Posted on July, 2010
The other day I was having dinner with a close friend. He’s the President of a … [Read more...]
Reinforce And Enhance Your Sales Training With Product Training Posted on July, 2010
The other day, my friend Kelley Robertson wrote an outstanding article: Is Your … [Read more...]
"How Can I Help You --- But First Let Me Tell You About Me" Posted on July, 2010
My friend, Ardath Albee, and I were commiserating the other day. We see so many … [Read more...]
Leaping To Solutions! Are We Solving The Right Problem? Posted on July, 2010
Sales people are trained to be problem solvers -- we ask questions, probe -- … [Read more...]
Words Are Important In Sales Posted on July, 2010
Words are important in sales! We're always looking for the right word--the one … [Read more...]
On Being Customer Centric Posted on July, 2010
Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
You Lose Because Of What You Don't Do Posted on July, 2010
Over the past few days, I've been participating in a loss review with one of my … [Read more...]
May I Speak To Ms. Company Inc? Posted on June, 2010
I got a really interesting email today--actually, I get these emails … [Read more...]
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