I've been carrying on a number of discussions in various forums on LinkedIn. … [Read more...]
Tag: Communicating
The Intrusiveness Of Prospecting
Reading The Buyers' Minds Posted on July, 2012
As sales people, we always are trying to get into our Buyers' minds. We want to … [Read more...]
"Well It Worked, Didn't It?" Posted on June, 2012
I'm constantly amazed by the misrepresentations, lies, and trickery sales people … [Read more...]
Lean Sales And Marketing --- Leaning Our Sales Process Posted on June, 2012
Process is a fundamental part of "Lean." We can't possibly be Lean without … [Read more...]
Finding The Decision Maker Posted on June, 2012
As sales people, we are trained to ruthlessly seek out the decision maker and … [Read more...]
Moving From The Teaching Pitch To A Collaborative Dialog Posted on June, 2012
The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
Lean Sales And Marketing--Defining Value Posted on June, 2012
As I typed the title to this week's installment on Lean Sales And Marketing, I … [Read more...]
"What We Sell Is Different Than What We Install" Posted on June, 2012
I started my career selling mainframe computers for IBM in the very late 70's. … [Read more...]
Sales And The Dreaded "P" Word Posted on June, 2012
No this isn't a post about pricing. There's a "P" Word that strikes dread into … [Read more...]
Everything Counts, The Customer Is Always Evaluating Us Posted on May, 2012
Several days ago, I wrote an article, Duz Speling nd Gramer Matr? It provoked a … [Read more...]
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