It seems I spend half my life in reviews--territory reviews, pipeline reviews, … [Read more...]
Tag: Communicating
What's Next? How Do We Win?
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...]
The Survey Says: "You MUST Be Ecstatic With Us!" Posted on October, 2012
Surveys are and should be a powerful way of getting feedback. Properly used, … [Read more...]
Making Progress, What Do We Talk About Next? Posted on October, 2012
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
What Impressions Are You Creating? Posted on October, 2012
My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
Things Are Getting Confusing?!? Posted on September, 2012
We have a rich array of products and solutions to offer our customers. There … [Read more...]
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