Periodically, we do deep research on what drives winning. A couple of years … [Read more...]
Tag: Communicating
Wearing A Blue Suit Drives Higher Win Rates
Time Available For Selling Posted on January, 2020
Without a doubt, sales people have a lot of things that distract them from being … [Read more...]
Confusing Simplification With Simplistic Posted on December, 2019
Both we, our customers, our markets, our worlds are getting more and more … [Read more...]
"Buyer's Remorse" Grows Up Posted on December, 2019
When I first started selling -- way back in the dark ages -- one of the things I … [Read more...]
FUD-Fear, Uncertainty, Doubt Posted on December, 2019
FUD has been an element, unfortunately, of sales and selling probably since the … [Read more...]
Role Clarity Posted on December, 2019
Over the past few years, I've noticed a disturbing trend on role clarity. By … [Read more...]
"The Art Of The Bluff" Posted on November, 2019
I was stunned and appalled to read an article sponsored by a major sales … [Read more...]
On Gratitude Posted on November, 2019
Today, in the US, it's Thanksgiving Day. In principle, a day of giving thanks, … [Read more...]
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
Sales Is All About Relationships Posted on October, 2019
Sales IS about relationships. This truism is often parroted, but too often, has … [Read more...]
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