I meet thousands of sales people a year. Most of them really care about the job … [Read more...]
Tag: Execution
Working Hard
How Do They Buy? Posted on April, 2014
I write constantly about the buying process, understanding how customers buy, … [Read more...]
Proving That Math Works Posted on April, 2014
Every week I sit in reviews of all types. It may be a corporation or start-up's … [Read more...]
Beginning, Finishing, The Space In Between Posted on April, 2014
Yesterday I had the privilege of spending a day with the founding team of one of … [Read more...]
Salesperson As Entrepreneur Posted on April, 2014
When you think about it, sales people have an awesome amount of freedom--but … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
Scroll Factor And Problem Solving Posted on April, 2014
Email is such a powerful tool for communicating. Properly used, it can really … [Read more...]
Why Are They Buying? Posted on April, 2014
I've completed a few days of doing deal reviews with some really terrific sales … [Read more...]
Just Solve The Damn Problem! Posted on April, 2014
I was oddly amused and somewhat saddened observing a situation from the … [Read more...]
"How Much Follow Up Is Too Much?" Posted on April, 2014
I just got a great question, "How much follow up is too much?" The sales person … [Read more...]
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