Let's face it, customers really hate us. They will tolerate our marketing … [Read more...]
Tag: Competition
The Web, The Answer To All Our Customers' Prayers!
Bashing The Competition! Posted on April, 2012
The other day, Charlie Green, Anthony Iannarino , and I had a discussion on … [Read more...]
The Early Bird Gets The Worm--Lessons For Sales Posted on April, 2012
We all know customers are changing the way they buy, driving changes in the way … [Read more...]
Do Your Customers See You As An Interruption Or Value Creator? Posted on April, 2012
We struggle to get customers to see us. There are hundreds of blog post, … [Read more...]
Is Your Closing Presentation Meaningful To Your Customer? Posted on March, 2012
Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
Win Or Lose, Do It Fast! Posted on March, 2012
The only thing worse than losing is losing after a loooonnnnnnng sales cycle. … [Read more...]
"Pissing On The Ashes" Posted on March, 2012
My post yesterday stirred some discussion, Stop Spending So Much Time Coaching … [Read more...]
Performance Management Friday --- Win/Loss Analysis Posted on January, 2012
Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]
The Importance Of Push And Pull In Sales Posted on January, 2012
There is an interesting discussion on Focus on transforming sales organizations … [Read more...]
Hearing What We Want To Hear Posted on January, 2012
Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]