There is an interesting discussion on Focus on transforming sales organizations … [Read more...]
Tag: Customer Experience
The Importance Of Push And Pull In Sales
Looking For Ideas In All The Wrong Places Posted on December, 2011
Top performers--whether they are individual contributors, managers, or … [Read more...]
Putting A "Face" To Our Customers Posted on December, 2011
As sales people, we work with customers every day. We see them, we're in their … [Read more...]
Buying Has Nothing To Do With The Product We Sell! Posted on December, 2011
We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
What Do We Talk To Them About? Posted on December, 2011
What do we talk to our customers and prospects about? To me, the answer is … [Read more...]
Being Wrong -- It Can Be A Great Starting Point Posted on December, 2011
A number of years ago, I was prospecting. It was a mid-sized company. I had a … [Read more...]
Let's Put An End To Product Training! Posted on December, 2011
I can already hear the distress from product managers and product marketing … [Read more...]
Buyer's Remorse Posted on December, 2011
Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]
Before We Challenge Our Customers, We Have To First Challenge Ourselves! Posted on December, 2011
I've been writing a lot about the importance of sales people challenging their … [Read more...]
Insight Based Selling --- It's Not Rocket Science Posted on December, 2011
There's a lot of talk about Insight Based Selling. It's a great conversation, … [Read more...]
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