Our lives are dominated by patterns--some of them are habits. Patterns are the … [Read more...]
Tag: Execution
Patterns --- Are We Recognizing Those That Help Us?
How Well Do You Understand Your Customer's Business? Posted on August, 2011
We know our products, our competition, our companies well. But this isn't what … [Read more...]
Performance Metric Friday--Ideal Pipeline Volume Posted on August, 2011
For those regular readers, you know I'm a bit obsessive about metrics. I … [Read more...]
Imitation May Be A Sincere Form Of Flattery, But It's A Loser's Strategy Posted on August, 2011
It seems imitation is rampant, we're surrounded by it. Often there seem to be … [Read more...]
Selling Is The Easy Part, It's The Buying That's Difficult Posted on August, 2011
I was reviewing a sales situation with a client. He knew exactly what he needed … [Read more...]
Either....Or..... Posted on July, 2011
Management is about making choices and setting priorities. We have to choose to … [Read more...]
Paying Attention Posted on July, 2011
The other day, I was returning to the office from a meeting. The drive was a … [Read more...]
On Collaboration And Partnering Posted on July, 2011
More than ever before, collaboration and partnering are critical to business … [Read more...]
Relationships Don't Get You The Order! Posted on July, 2011
Before you misunderstand, relationships are very important in sales. If … [Read more...]
It's Not About The Questions, It's The Conversation Posted on July, 2011
There's a huge amount of discussion about questions in selling. Entire books … [Read more...]
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