As sales people, our focus is to convince the customer to buy our solution. We … [Read more...]
Tag: Execution
Deciding What To Buy Is Often The Easiest Part
Customers Lie, And They Are Stupid Too! Posted on February, 2014
There are not many things that cause me to come unglued. But there are two that … [Read more...]
We've Trained Our Customers Too Well! Posted on February, 2014
I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]
"I Need To Hire A Rainmaker!" Posted on February, 2014
A client called me up stating, "I need to hire a rainmaker." He is the CEO of a … [Read more...]
80% Of Our Revenue Comes From....... Posted on January, 2014
Data is powerful. We're all enamored with analytics and what they can tell us … [Read more...]
In Defense Of Transactional Buying Posted on January, 2014
It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
Please Do Your Homework Before Contacting Me! Posted on January, 2014
As sales professionals looking for new business, it's critical that we … [Read more...]
What's The Deal? Posted on January, 2014
The other day I had one of those Abbot and Costello "Who's On First" moments. I … [Read more...]
Trust, Deception, LinkedIn Posted on January, 2014
I guess it's the new standard. Great tools end up being subverted for … [Read more...]
Making The Number Isn't The Point! Posted on January, 2014
The discussion around my post, "Don't Bother Me With Process!" has been … [Read more...]
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