I've always had a contrarian opinion about the roles of SDRs and AEs. While … [Read more...]
Tag: Communicating
SDRs And AEs, Do We Have Things Backwards?
Do Your Sellers Know How To Converse With Your Customers? Posted on October, 2022
I spend a lot of time in non-English speaking countries. My French and German … [Read more...]
Problem Solvers Or Problem Responders? Posted on October, 2022
One of the great joys of working with sellers and leaders is that, generally, we … [Read more...]
"Selling Would Be So Great If It Weren't For Those Friggin Customers!" Posted on September, 2022
I'm stunned by how many sellers hate their customers! Sit and talk with a group … [Read more...]
Discovery, It Isn't All About Us Posted on September, 2022
Continuing my series on selling skills we thought we knew but really don't … [Read more...]
Do More, Do Better, Do Differently.... Posted on September, 2022
We are driven to grow, to drive much higher levels of revenue and attainment. … [Read more...]
Having Sales Conversations..... Posted on September, 2022
Imagine, you are sitting at an airport, on a plane, perhaps in a Starbucks, or … [Read more...]
Meeting And Call Planning, Getting The Most Out Of Each Meeting Posted on September, 2022
I've been revisiting a lot of selling basics. We take for granted that people, … [Read more...]
Do We Want To Eliminate Objections Posted on September, 2022
I've seen a series of posts offering tricks and techniques to eliminating … [Read more...]
A Forecasting Tutorial Posted on September, 2022
It was surprising to see the reactions to my post, Pipeline, Tutorial. … [Read more...]
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