We know our products, our competition, our companies well. But this isn't what … [Read more...]
Tag: Execution
How Well Do You Understand Your Customer's Business?
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...]
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...]
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