What do we talk to our customers and prospects about? To me, the answer is … [Read more...]
Tag: Execution
What Do We Talk To Them About?
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...]
Starting And Stopping Posted on November, 2011
It's always difficult to balance our selling activities. We've got a bunch of … [Read more...]
Performance Management Friday --- % Leads Converted To Opportunities Posted on November, 2011
In past posts, I've talked a lot about metrics within the traditional Sales … [Read more...]
Rising Tides Float All Ships, But What About Falling Tides? Posted on October, 2011
"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
Performance Management Friday -- % Of Opportunities Advanced Posted on October, 2011
Our goal as sales people is to help our customers move through their buying … [Read more...]
"I Made A Mistake" Posted on October, 2011
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
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