I've decided to write a periodic series about bad prospecting letters. Every … [Read more...]
Tag: Execution
"Dear Occupant Or Current Resident...." More Horrible Prospecting
Finding Time For The Decisionmakers Posted on October, 2014
I wrote, Finding The Decisionmaker, discussing the consensus buying process and … [Read more...]
"I Have To Speak To You In Bullet Points......." Posted on October, 2014
Understanding our customers' behavioral styles is critical to our effectiveness … [Read more...]
Why, How, Who, When, And What Posted on October, 2014
There's a huge difference between what our customers go through to buy and what … [Read more...]
The Complete Sales Professional Posted on October, 2014
Dreamforce is coming up next week. As a result, I've been inundated with … [Read more...]
The Manager's Real Job Isn't Making The Number Posted on October, 2014
I wrote "Sales Managers Only Have One Real Goal." It stimulated a lot of … [Read more...]
The Perfect Prospecting Letter (???) Posted on October, 2014
I receive lots of requests from sales and marketing experts to promote things … [Read more...]
Great Customer Service Doesn't Equal Great Customer Experience Posted on October, 2014
I have to admit writing this post out of frustration. I've been, at the … [Read more...]
What's The One Thing? Posted on October, 2014
I've been having a conversation with a good friend. He's doing a project and … [Read more...]
354 Sales Conversations In Just A Week! Posted on September, 2014
I was astounded to read an article from a very enthusiastic sales person. He … [Read more...]
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