Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
Tag: Execution
If You Were In Your Customer's Shoes, What Would You Do?
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Performance Improvement -- Looking In The Mirror First! Posted on July, 2014
I get a lot of calls and notes from people genuinely interested in performance … [Read more...]
We're Efficient, But What Does That Do To The Customer Experience? Posted on June, 2014
The other day, Jim Keenan and I were chatting about a number of things (mostly … [Read more...]
"Checking In," Is Not A Next Step! Posted on June, 2014
For those of you that know me, this won't be a stunning confession, but I really … [Read more...]
Coaching The Sales Process -- Deal Reviews Posted on June, 2014
By now, you know my obsession with strong Selling Processes. It's important, … [Read more...]
Principles Of Sales Part 3-Selling Is About Change Posted on June, 2014
I'll continue to expand my discussion of The Not So New Principles Of Sales, … [Read more...]
Salesperson Bites Dog, Dog Gets No Insight! Posted on June, 2014
I have to confess to a shameless manipulation of you, the reader. Many of you … [Read more...]
Your Competitor May Be An App! Posted on June, 2014
As consumers, everyday we see apps, great on-line stores and other technology … [Read more...]
Always Be Closing! Posted on June, 2014
Recently, a number of people have asked me my thoughts on closing skills. I … [Read more...]
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