I was reviewing a sales situation with a client. He knew exactly what he needed … [Read more...]
Tag: Execution
Selling Is The Easy Part, It's The Buying That's Difficult
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...]
Questions, Questions, What Are The Right Questions? Posted on July, 2011
I've been involved in a number of conversations about questions recently. … [Read more...]
Competition Got You Down? Posted on July, 2011
Understanding our competition is critical to our success as sales people. Too … [Read more...]
How Many Salesepeople Does It Take To Screw In A Light Bulb? Posted on July, 2011
I've given up, we deserve all the jokes people tell about us. Stupid sales … [Read more...]
A Quote Is Not The Objective! Posted on July, 2011
I've noticed an interesting, yet disturbing phenomenon recently. It's sales … [Read more...]
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