At any point in any kind of new initiative, you've done all the planning, … [Read more...]
Tag: Competition
Sometimes You Just Have To Go Out And Get Your Teeth Kicked In!
The Single Worst Thing A Sales Person Can Do Posted on November, 2012
My friends at OpenView Labs asked for my views on "bashing" the competition. As … [Read more...]
Sales Specialists And The Account Manager, Why Is There Conflict? Posted on November, 2012
Sales specialists or overlay reps are critical in complex B2B sales. The sales … [Read more...]
"We Aren't In Kansas Anymore" Going Global Posted on November, 2012
Finding and serving customers around the globe used to be the province of larger … [Read more...]
"Protecting The Family Jewels" And Disruption Posted on November, 2012
"Protecting The Family Jewels" is an implicit or explicit part of too many … [Read more...]
Is Your Sales Strategy Based On Assumptions? Posted on November, 2012
The scene gets played over and over, literally hundreds of times every year. … [Read more...]
Stop Letting Your Competitor Define Your Sales Strategy! Posted on August, 2012
Recently, I was doing some reviews with a sales team. We were talking about … [Read more...]
The Importance Of "Cross Training" For Sales Posted on June, 2012
The next 6-8 weeks represent one of those "died and gone to heaven" periods for … [Read more...]
Lean Sales And Marketing --- It's How We Put It All Together Posted on June, 2012
Several years ago, I was the guest speaker at the National Sales Meeting for a … [Read more...]
"Dear Occupant, I Have Insight For Your Business" Posted on May, 2012
One of the disturbing trends and, I'm certain, unintended consequences of people … [Read more...]