Hold on, before you react to this title, take a moment to understand! Talking … [Read more...]
Tag: Communicating
CRM, The Biggest Sales Productivity Drain In 10 Years!
How Well Do You Understand Your Customer's Business? Posted on August, 2011
We know our products, our competition, our companies well. But this isn't what … [Read more...]
On Collaboration And Partnering Posted on July, 2011
More than ever before, collaboration and partnering are critical to business … [Read more...]
It's Not About The Questions, It's The Conversation Posted on July, 2011
There's a huge amount of discussion about questions in selling. Entire books … [Read more...]
Questions, Questions, What Are The Right Questions? Posted on July, 2011
I've been involved in a number of conversations about questions recently. … [Read more...]
What Happened To Common Sense? Posted on July, 2011
I was talking to a customer today--not one of mine--possibly one of yours. We … [Read more...]
The Customer Service Call Posted on July, 2011
Perhaps I'm a little grumpy, anxious to get an early start to the weekend, but I … [Read more...]
"We Want To Be Your Partner!" Another Closing Technique? Posted on June, 2011
Partnering has been in vogue for the past few years. It seems as though every … [Read more...]
Sales As A Special Case Of Project Management Posted on June, 2011
It seems all professions have their own languages, short hand, and ways of … [Read more...]
Sales Training--Sustained Performance Or The Sugar High? Posted on June, 2011
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
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