People don't dislike sales people, they dislike bad selling! I wish I had said … [Read more...]
People Don't Dislike Sales People, They Dislike Bad Selling!
The Power Our Questions Offer Our Customers Posted on November, 2012
Any sales person worth her salt knows how important questions are. They are … [Read more...]
"Content Free" Content Posted on November, 2012
I haven't whined in a while, so pardon me for this indulgence. We all know that … [Read more...]
"Intelligent Leads" Posted on November, 2012
I was recently asked to share my views of the impact of Big Data, business … [Read more...]
Messaging Or Engaging, Where Is The Conversation? Posted on November, 2012
I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]
What's Next? How Do We Win? Posted on November, 2012
It seems I spend half my life in reviews--territory reviews, pipeline reviews, … [Read more...]
But We Gave Them Everything They Wanted!?! Posted on October, 2012
It was a loss review, one of those very difficult discussions after a major--and … [Read more...]
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
Not Your Normal Sales Presentation Posted on October, 2012
I have to admit, up front, generally I don't find books about sales … [Read more...]
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