As you know, I'm constantly doing deal reviews with sales people. Each review … [Read more...]
Tag: Competition
Do You Know The Answers To These Three Questions?
How Do You Help Your Customers Make Money? Posted on May, 2014
Ultimately, in every B2B sales conversation, we have to answer one question, … [Read more...]
Unique, Differentiated? But Are You Relevant? Posted on April, 2014
It's critical that we differentiate our offerings and solutions from the … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
"Only The Paranoid Survive" Posted on April, 2014
"Only The Paranoid Survive" was written years ago by Andy Grove, then Chairman … [Read more...]
"Everyone Has A Plan Until They Get Punched In The Face" Posted on March, 2014
I love this quote from Mike Tyson. Most sales people I speak with claim they … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Stop Giving Customers Choices! Posted on March, 2014
Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
How Do They Make Money? Posted on February, 2014
No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]
Your Call Is Important To Us..... Posted on February, 2014
I'm a current customer. I want to buy something from you, it will increase the … [Read more...]
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