Recently I was in China in a series of meetings with CEO's of Chinese … [Read more...]
Tag: Communicating
Are We Speaking The Customer's Language?
Learning From Our Subordinates Posted on April, 2012
One of the key roles of any leader or executive is to teach, coach, develop our … [Read more...]
Before You Pick Up The Phone! Posted on April, 2012
I'm constantly amazed at the calls I get. People calling me, with little idea … [Read more...]
Does Every Review Become A Deal Review?? Posted on April, 2012
I sit in hundreds of review sessions every year. Pipeline reviews, territory … [Read more...]
Bashing The Competition! Posted on April, 2012
The other day, Charlie Green, Anthony Iannarino , and I had a discussion on … [Read more...]
Anticipation and Preparation Posted on April, 2012
The other day I watched an outstanding video by Tibor Shanto, Preparation Trumps … [Read more...]
The Early Bird Gets The Worm--Lessons For Sales Posted on April, 2012
We all know customers are changing the way they buy, driving changes in the way … [Read more...]
Earning The Right To Be A Value Creator Posted on April, 2012
Yesterday, I wrote about Value Creation. One individual raised an interesting … [Read more...]
Who Are The "Sales Influencers" In Your Company? Posted on March, 2012
Lori Richardson posed a very challenging question at Focus.com: "What is your … [Read more...]
Is Your Closing Presentation Meaningful To Your Customer? Posted on March, 2012
Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
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