Before you misunderstand, relationships are very important in sales. If … [Read more...]
Tag: Execution
Relationships Don't Get You The Order!
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...]
The Customer Service Call Posted on July, 2011
Perhaps I'm a little grumpy, anxious to get an early start to the weekend, but I … [Read more...]
Just Do It! Posted on June, 2011
Nike really has it right with Just Do It! We can find endless excuses for not … [Read more...]
Activity And Progress Posted on June, 2011
We confuse activity and progress, unfortunately too often focusing on activity … [Read more...]
Good Revenue And Bad Revenue Posted on June, 2011
There's the old -- and still good -- maxim in sales, follow the money. As sales … [Read more...]
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