Yesterday, I got an email from a service provider for a Sales 2.0 tool that I … [Read more...]
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What If We Can't Find Compelling Value For Our Solutions? Posted on August, 2009
I was reading Rebel Brown's great post: Accentuate The Positive. It focuses on … [Read more...]
Provocative Selling -- The "Shock And Awe" Of Selling? Posted on August, 2009
I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]
Rethinking Qualifying---Is This Good Business For Us? Posted on August, 2009
Most of the time when we think about qualifying sales opportunities, we focus on … [Read more...]
People Don't Like To Be Sold---But They Do Like To Buy! Posted on June, 2009
This is the quandary of the traditional sales person---they sell, but we all … [Read more...]
Creating Value---Business And Personal Posted on June, 2009
I've been writing about creating differentiated value for your customers. Let me … [Read more...]
Features, Advantages, Benefits----Change Your Point Of View To Succeed! Posted on May, 2009
The other day, Niall Devitt and I were having a conversation about the … [Read more...]
Should Sales Professionals Be Certified? Posted on May, 2009
First let's agree that many sales professionals (and others) are certifiable. My … [Read more...]
Sales Force Ineffectiveness, Conjecture On The Future Of The Profession, Part 3 of 3 – What Do We Do? Posted on May, 2009
If you’ve made it this far through the series of articles, you probably want to … [Read more...]
Sales Force Ineffectiveness, Conjecture On The Future Of The Profession, Part 2 of 3 -- Not Just A Sales Problem Posted on May, 2009
In the first part of this post, I focused primarily on the sales function and … [Read more...]
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