It happened again this morning. I was doing a review with a sales person. It … [Read more...]
Tag: Competition
The "Competitor" Question
What Sales People Can Learn From High Jumping Posted on July, 2015
High jumping is a fascinating metaphor for sales success, at least in my … [Read more...]
Figuring It Out, Critical Sales Competency! Posted on June, 2015
I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
Did You Write The RFP? Posted on June, 2015
I was asked to participate in a deal review. It was one of those "mega" deals, … [Read more...]
Live By Your Products, Die By Your Products! Posted on May, 2015
We're in love with our products. At the drop of a hat, we will wax on endlessly … [Read more...]
"Fix The Sales Problem!" Posted on May, 2015
The executive team of a large division of a very large corporation called me to … [Read more...]
Stop Heroic Sales Efforts! Posted on April, 2015
We've each seen Heroic Sales Efforts. They're something to behold and, for a … [Read more...]
Crossing The Chasm, Selling And Buying Process Posted on January, 2015
First, apologies to Geoffrey Moore and his seminal book Crossing The … [Read more...]
The Product Focused Company Posted on January, 2015
I spend a good amount of time calling on the customers and prospects of my … [Read more...]
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