Recently I wrote, "What If We Kept The Target Close Date Sacred?" It focused on … [Read more...]
Tag: Communicating
Deal Strategies, Helping The Customer Buy
We Don't Lose Because Of What We Sell! Posted on October, 2019
Sit down with most sales people doing a loss review. The majority of the … [Read more...]
I Have A Problem With "Storytelling" Posted on September, 2019
Storytelling seems to have come into fashion over the past few years. Too … [Read more...]
Please Hire My Solution Posted on August, 2019
Think of the last time you were looking for a job, or being interviewed for a … [Read more...]
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
Partners In EXCELLENCE Blog Posted on August, 2019
Those of you who get blog updates from me in your email or news consolidator may … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Hiring For "Caring" Posted on July, 2019
My good friend, Buck McGugan, and I were having a conversation about sales … [Read more...]
You're Not Ready For That Call! Posted on June, 2019
Somehow, it seems that a post on preparing for sales calls/meetings would be … [Read more...]
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