The role of the sales person is changing--we all know that. The way customers … [Read more...]
Tag: Execution
Sales Person As Orchestrator Or Resource Manager
Separating The Challenger Sales Person From Insight Delivery Posted on July, 2013
Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
The "Street Price" Is All That Counts Posted on July, 2013
Go to any bazaar or souk in the Middle East or Africa, go to a marketplace in … [Read more...]
Does Insight Selling Require "Scars?" Posted on July, 2013
We're supposed to bring our customers insight--opportunities they are missing, … [Read more...]
Have You Earned A Response? Posted on June, 2013
Hopefully, every sales person is prospecting. Whether it's email campaigns, … [Read more...]
Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth Posted on June, 2013
So much of the writing about lean focuses on waste reduction. That's great … [Read more...]
Tools Don't Change People Posted on June, 2013
My friend Bob Thompson made this comment on Customerthink. It's important, … [Read more...]
Customer Success And Quota Attainment Are Not In Conflict Posted on June, 2013
In a comment on one of my posts, Andy Rudin reminded me of something we … [Read more...]
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Solution Provider Or Problem Solver? Posted on June, 2013
As sales people, we are supposed to provide solutions to our customers … [Read more...]
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