Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]
Tag: Execution
Performance Management Friday -- Abandoned Deals
Pay For Performance Posted on January, 2012
Over the past few months, I've been involved in a lot of discussions on sales … [Read more...]
Do You Have The Pieces-Parts Or A Working System? Posted on January, 2012
Take a look at the two pictures below (courtesy of RapidRepair.com). In one … [Read more...]
Performance Management Friday --- Win/Loss Analysis Posted on January, 2012
Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]
Hearing What We Want To Hear Posted on January, 2012
Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]
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...]
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