We struggle to get customers to see us. There are hundreds of blog post, … [Read more...]
Tag: Execution
Do Your Customers See You As An Interruption Or Value Creator?
If Your Sales Organization Is Underperforming, Would You Know? Posted on March, 2012
"Well duuuuuh Dave, what a stupid question, isn't easy to tell? After all, … [Read more...]
Is Your Closing Presentation Meaningful To Your Customer? Posted on March, 2012
Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
Win Or Lose, Do It Fast! Posted on March, 2012
The only thing worse than losing is losing after a loooonnnnnnng sales cycle. … [Read more...]
The Key To Differentiation Posted on March, 2012
Differentiation is critical to sales. It sets us apart, enabling our customers … [Read more...]
"Pissing On The Ashes" Posted on March, 2012
My post yesterday stirred some discussion, Stop Spending So Much Time Coaching … [Read more...]
No Room For Farmers! Posted on March, 2012
Sales people are often described as Hunters or Farmers. Hunters have been … [Read more...]
With No Road Map Or GPS, We Lose Our Way Posted on March, 2012
Imagine you are in a new city. You've just landed at the airport, you have just … [Read more...]
Getting Marketing And Sales Together Posted on March, 2012
I commented on the results reported in IBM's outstanding survey of CMO's. The … [Read more...]
Follow-Up Posted on February, 2012
Follow-Up, a simple concept, but one which too many managers fail to execute. … [Read more...]
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