As sales people, we know we have to engage our customers in disruptive … [Read more...]
Tag: Communicating
Helping Your Customer "Connect The Dots"
It's Not My Job To Teach You How To Prospect Me! Posted on November, 2015
Before I start this post, I have a confession. I'm oddly drawn to really bad … [Read more...]
Being Interesting Posted on November, 2015
Millions of people hours are spent every day confronting the issue, "How do we … [Read more...]
How Do You Start Your Prospecting? Posted on October, 2015
I'm coaching a frustrated sales person. He's running up against a brick wall on … [Read more...]
The Problem With Pitch Decks Posted on October, 2015
I've seen thousands of pitch decks. The vast majority are horrible. There's … [Read more...]
The Collaboration Formula Posted on October, 2015
I'm attending CEB's Sales and Marketing Summit. If you ever have the … [Read more...]
The Eroding Distinction Between Inside And Field Sales Posted on October, 2015
There's a lot written about the shift from field sales to inside sales. It … [Read more...]
"We Can't Justify Your Price......" Posted on October, 2015
We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
Are You Aligned With Where Your Customer Is In Their Buying Process? Posted on October, 2015
A friend called me for advice today. He's a great sales person, a big deal … [Read more...]
Provocation Or Obnoxiousness? Posted on September, 2015
The concept of provoking our customers, getting them to think about their … [Read more...]
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