Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]
Tag: Execution
Hearing What We Want To Hear
Not Worth The "Paper It's Written" On Posted on January, 2012
Companies spend billions of dollars each year in training people on sales and … [Read more...]
It's The New Year For Our Customers, As Well! Posted on January, 2012
As we put together our strategies for the New Year, most of our focus will be on … [Read more...]
Buying Has Nothing To Do With The Product We Sell! Posted on December, 2011
We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
Losing Posted on December, 2011
I'm writing this with some trepidation, I worry that my message will be … [Read more...]
What Do We Talk To Them About? Posted on December, 2011
What do we talk to our customers and prospects about? To me, the answer is … [Read more...]
Before We Challenge Our Customers, We Have To First Challenge Ourselves! Posted on December, 2011
I've been writing a lot about the importance of sales people challenging their … [Read more...]
Are Your People Selling What They're Supposed To Sell? Posted on November, 2011
Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]
Removing Obstacles To Buying Posted on November, 2011
One of the most important roles of the sales professional is to remove obstacles … [Read more...]
Does Sales 2.0 Make You A Better Sales Person? Posted on November, 2011
The short answer is Yes--and--No. I sit through all sorts of conferences that … [Read more...]
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