Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
Tag: Competition
If You Were In Your Customer's Shoes, What Would You Do?
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Your Competitor May Be An App! Posted on June, 2014
As consumers, everyday we see apps, great on-line stores and other technology … [Read more...]
Do You Know The Answers To These Three Questions? Posted on June, 2014
As you know, I'm constantly doing deal reviews with sales people. Each review … [Read more...]
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...]
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