Sales people are obsessed with products. We know every feature, function, feed, … [Read more...]
Tag: Customer Experience
You Won't Win With The Best Product!
QoS--Quality Of Service Posted on August, 2014
We've all experienced it, our mobile phone rings, upon answering all we hear is … [Read more...]
When Are We Going To Integrate Sales And Marketing? Posted on August, 2014
We know customers want to us to engage them differently. There's all sorts of … [Read more...]
Before We Can "Teach" Our Customers, We Have To First Learn From Them Posted on July, 2014
Teaching our customers is a cornerstone of Challenger, Insight Selling, and just … [Read more...]
Why I Won't Respond To Your Email! Posted on July, 2014
I get at least a couple 100 emails a day (not including the SPAM). A lot of … [Read more...]
"Target Close Date" Must Be Kept Sacred! Posted on July, 2014
The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
The Trial Posted on July, 2014
For the salacious readers, no this isn't a post gossiping on the courtroom … [Read more...]
We're Efficient, But What Does That Do To The Customer Experience? Posted on June, 2014
The other day, Jim Keenan and I were chatting about a number of things (mostly … [Read more...]
SBWA -- Selling By Walking Around Posted on June, 2014
Tom Peters and Robert Waterman introduced the world to the acronym, … [Read more...]
Principles Of Sales Part 3-Selling Is About Change Posted on June, 2014
I'll continue to expand my discussion of The Not So New Principles Of Sales, … [Read more...]
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