Recently, I wrote, "Solve The Damn Problem!" It's generated a lot of … [Read more...]
Tag: Communicating
The Customer Is A Real Person, Not An Abstraction!
Imagining Customer Conversations In 140..... Posted on April, 2014
It seems attention spans and communications are contracting and getting … [Read more...]
"How Much Follow Up Is Too Much?" Posted on April, 2014
I just got a great question, "How much follow up is too much?" The sales person … [Read more...]
When Are We Going To Understand, It Really Isn't About The Product! Posted on March, 2014
Over the past few weeks, I've been on the road constantly, I think I've logged … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
"How Much Do You Want To Spend?" Posted on March, 2014
"How much do you want to spend?" "What's your budget?" These and other … [Read more...]
Don't Answer That Objection! Posted on March, 2014
A few days ago, I was tagging along with a sales person on a call. It started … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
Setting Expectations Posted on March, 2014
I'm encamped in our local Starbucks, busy with my morning series of conference … [Read more...]
Imagine Making A Sales Call Without Mentioning The Product Posted on February, 2014
We are anxious to meet with customers to tell them all about our products and … [Read more...]
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