Over the past few weeks, I've been on the road constantly, I think I've logged … [Read more...]
Tag: Communicating
When Are We Going To Understand, It Really Isn't About The Product!
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...]
You're Fired!! Posted on February, 2014
Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And … [Read more...]
Performance Metric Friday -- Deal Slippage Posted on February, 2014
It's been a while since I've done one of the Performance Metric Friday posts, … [Read more...]
How Do They Make Money, Part 2 Posted on February, 2014
Recently I wrote, How Do They Make Money. It focused on understanding how our … [Read more...]
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