Aligning buying and selling processes is critical to connecting with customers … [Read more...]
Aligning Your Sales Process With The Customer's Buying Process
No Decision Made!! Posted on December, 2012
"No Decision Made," is increasingly what we are hearing on deals in which we've … [Read more...]
Going To Extremes Posted on December, 2012
I read an outstanding, but frightening post entitle The Future Of Marketing Is … [Read more...]
Reclaiming Our 70% Of The Customer Buying Process Posted on December, 2012
I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]
70% Of Buying Process Completed Without Sales Involvement! Posted on December, 2012
I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]
Moving From Value Creation To Value Co-Creation Posted on November, 2012
As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]
People Don't Dislike Sales People, They Dislike Bad Selling! Posted on November, 2012
People don't dislike sales people, they dislike bad selling! I wish I had said … [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...]
The Power Our Questions Offer Our Customers Posted on November, 2012
Any sales person worth her salt knows how important questions are. They are … [Read more...]
"Content Free" Content Posted on November, 2012
I haven't whined in a while, so pardon me for this indulgence. We all know that … [Read more...]
- « Previous Page
- 1
- …
- 75
- 76
- 77
- 78
- 79
- …
- 101
- Next Page »