It seems I spend half my life in reviews--territory reviews, pipeline reviews, … [Read more...]
Tag: Execution
What's Next? How Do We Win?
But We Gave Them Everything They Wanted!?! Posted on October, 2012
It was a loss review, one of those very difficult discussions after a major--and … [Read more...]
It's Supposed To Be A Pipeline, Not a Pipe Dream! Posted on October, 2012
Every sales professional knows the importance of keeping a full pipeline. If … [Read more...]
Not Your Normal Sales Presentation Posted on October, 2012
I have to admit, up front, generally I don't find books about sales … [Read more...]
It's Not The Commitments We Make, It's Those That We Keep Posted on October, 2012
Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]
Making Progress, What Do We Talk About Next? Posted on October, 2012
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
What Impressions Are You Creating? Posted on October, 2012
My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]
Are False Positives Killing Your Sales? Posted on September, 2012
A False Positive is a term used in medicine. Imagine some sort of test that … [Read more...]
Preaching To The Choir Posted on September, 2012
Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm … [Read more...]
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
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