Several days ago, I wrote a post, The Most Used --- Useless Metric In Sales. … [Read more...]
Tag: Execution
The Sales Forecast, An "Informed Guess"
The Most Used - Useless Metric In Sales! Posted on July, 2010
For years I've been amazed by the number of very smart sales people and leaders … [Read more...]
Words Are Important In Sales Posted on July, 2010
Words are important in sales! We're always looking for the right word--the one … [Read more...]
Shortcuts Posted on July, 2010
It seems to be human nature to take shortcuts. We want results immediately, we … [Read more...]
On Being Customer Centric Posted on July, 2010
Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
Sales Goals Or Sales Process, Which Is Most Important? Posted on July, 2010
Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales … [Read more...]
You Lose Because Of What You Don't Do Posted on July, 2010
Over the past few days, I've been participating in a loss review with one of my … [Read more...]
Are You Playing At The Top Of Your Game? Posted on July, 2010
I know, I know, we use way too many sports metaphors to talk about selling. But … [Read more...]
Are You Selling Within Your Own Company? Posted on June, 2010
I'm constantly surprised by how poorly many sales people communicate within … [Read more...]
For Sales Success - Everything Passes Through Finance! Posted on June, 2010
In Tom Peters' The Little BIG Things, on Item #46, he makes the point that … [Read more...]
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