The only thing worse than losing is losing after a loooonnnnnnng sales cycle. … [Read more...]
Tag: Execution
Win Or Lose, Do It Fast!
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...]
Agenda's Posted on February, 2012
No, today's post isn't about some esoteric view of people's agendas--how we … [Read more...]
Are Your Deals Slipping? Posted on February, 2012
One of the biggest problems sales people face is their deals slipping. We … [Read more...]
Wanting To Buy Is Insufficient, Does Your Customer NEED To Buy? Posted on February, 2012
Some of you reading the title will say, "Dave's really gone off the deep end … [Read more...]
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