My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Tag: Communicating
RFP's Suck!
"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...]
How Do They Make Money? Posted on February, 2014
No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]
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