Unfortunately, one of the biggest sins I see in performance management is … [Read more...]
Tag: Communicating
Do You Respect Your People Enough To Fire Them?
Context, The Ultimate Sales Differentiator Posted on May, 2015
Everyone is enthralled with content these day--Thankfully! Content's not new, … [Read more...]
The Killer Closing Technique Posted on May, 2015
Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
"Nothing Happens Until A Customer Decides To Change" Posted on May, 2015
There's the old saying, "Nothing happens in an organization until a sale is … [Read more...]
How Well Do You Know Your Customer? Posted on May, 2015
My friend, Tim Ohai, has a brilliant bet he makes with sales people. He puts a … [Read more...]
The Engaged Leader Posted on April, 2015
I read a fascinating post by Patrick Lencioni, entitled, Micromanagement Is … [Read more...]
Imagine, We're Paid To Be Curious!! Posted on April, 2015
There's something unique about what we do as sales people. We're paid to be … [Read more...]
"Sales Is The Tip Of The Arrow In Executing Corporate Strategy" Posted on April, 2015
The other evening I was in one of those reflective moods. I started thinking … [Read more...]
The Customer's Responsibility Is To Solve Their Problem Posted on April, 2015
I just saw a tweet from Andy Paul caught my eye, "The buying cycle has six … [Read more...]
Social Selling Is So "Last Year's News!" Posted on April, 2015
Last week, I happened to be attending SAPInsider's CRM2015 Conference. Every … [Read more...]
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