B2B solutions, consequently B2B selling is increasingly complex. Layer on top … [Read more...]
Tag: Execution
Are You The Right Person To Do This Deal?
I'm Privileged To Work With Really Smart People! Posted on December, 2010
As a preface, at this time of the year, we all have a tendency to reflect a … [Read more...]
Great Product, Lousy Service, No Sale! Posted on November, 2010
Usually, I try to minimize my whining about poor sales and customer service … [Read more...]
I Won't Use The Friggin Sales Process! Posted on November, 2010
I seems every time I write a post about the sales process, I get comments that … [Read more...]
Effective Coaching, What Are The Coachee's Responsibilities? Posted on November, 2010
Lots of us write about coaching, I'm in the middle of a series on coaching, but … [Read more...]
After You Ask For The Order, Don't Forget To Get It! Posted on November, 2010
The sales person had been doggedly pursuing me for several weeks. He had called … [Read more...]
The New Sales And Marketing, Playing A Different Game! Posted on October, 2010
We all know that customers are changing the way they buy. It’s driving profound … [Read more...]
Forecast Fatale Posted on October, 2010
"The day was gray and wet in the city that seldom buys." Not what I expected as … [Read more...]
Bad Decisions--We Hate Them Posted on October, 2010
"The customer just made a bad decision!" I hear this all the time from … [Read more...]
Five Questions Revisited Posted on October, 2010
The other day, I wrote about how my manager coached and trained me to be a … [Read more...]
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