I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
Tag: Execution
The Questions We Are Afraid To Ask
If You Were In Your Customer's Shoes, What Would You Do? Posted on July, 2014
Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
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...]
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