Today, we are all trying to engage our customers with Insight. But so much of … [Read more...]
Tag: Execution
Insight Without Action Is Just Idle Chatter!
"Let's See How Much We Can Confuse Our Customers!" Posted on November, 2013
I actually wanted to title this, "Let's See How Much We Can Screw With Our … [Read more...]
How Is Your Customer Measured? Posted on November, 2013
Ask a sales person how they're measured, they quickly respond, "quota … [Read more...]
Shared Objectives And Goals Posted on November, 2013
As sales and business professionals, we're intensely goal driven. We're driven … [Read more...]
Is Your Customer Prepared For Your Sales Call? Posted on November, 2013
Richard Ruff wrote a great article on Sales Call Planning, it provoked me to … [Read more...]
What's Your Situational Awareness? Posted on November, 2013
Talk to anyone in the military about tactics, a topic that comes up very quickly … [Read more...]
Does Your Customer Understand Your Differentiation? Posted on November, 2013
I'm often amazed by the discussions--or absence of discussions on … [Read more...]
It's Not About The Form/Template Posted on November, 2013
The other day I wrote, "It's Account Planning Season" again. Commenting on the … [Read more...]
Flipping The Pipeline Value Pyramid Posted on October, 2013
Pipeline reviews and reporting are constant sources of contention between … [Read more...]
Selling And Order Taking Posted on October, 2013
Selling and Order Taking are sometimes confusing. They overlap in some areas, … [Read more...]
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