I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]
Tag: Customer Experience
Provocative Selling -- The "Shock And Awe" Of Selling?
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...]
Sales Force Ineffectiveness, Conjecture On The Future Of The Profession, Part 1 of 3 Posted on May, 2009
Let me start with an apology, I will probably gore everyone’s ox in this post. … [Read more...]
Tips For Selling To Manufacturers Posted on May, 2009
Thanks to the folks at TheCustomerCollective and Oracle for sponsoring a … [Read more...]