Prospecting is critical to our success as sales people. We need to find new … [Read more...]
Tag: Communicating
Rethinking Prospecting
We're Communicating, But Are We Really Connecting? Posted on September, 2013
Technology has extended wonderful capabilities to make us more efficient. We … [Read more...]
Questions As Weapons! Posted on September, 2013
Lawyers always say, "Never ask a question unless you know the answer." In … [Read more...]
"I'm Not Paid To Have Conversations, I'm Paid To Get Orders!" Posted on September, 2013
I write and speak frequently about customer focus, engaging customers in … [Read more...]
Leading By Example Posted on September, 2013
Every manager knows this, it's Leadership 101, we must Lead By Example. What … [Read more...]
"This Conversation Is Really About Me" Posted on September, 2013
The other day, I was speaking to a sales executive. We were talking about … [Read more...]
Hearing What We Want To Hear Posted on September, 2013
One of the biggest errors any of us can make is Hearing What We Want To Hear. … [Read more...]
Who Cares About "Outstanding Customer Service Experience?" Posted on September, 2013
Sometimes, I think we get customer service wrong. We try to create outstanding … [Read more...]
80/20 Management Posted on September, 2013
All of us like to fit all sorts of principles and examples into Pareto's Law. … [Read more...]
The "Squishy" Buying Cycle Posted on September, 2013
Too often, we think of the customer's buying process as something that, once we … [Read more...]
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