We all know that customers are changing the way they buy. It’s driving profound … [Read more...]
Tag: Execution
The New Sales And Marketing, Playing A Different Game!
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...]
Five Questions Posted on October, 2010
When I started my career in sales, I had the privilege of getting some of the … [Read more...]
What Would You Do If You Were In Your Customer's Shoes? Posted on October, 2010
Not long ago, I was in a conversation with the CEO of a professional services … [Read more...]
Social Media And The Disintermediation Of Sales People Posted on September, 2010
Recently, I have been in many conversations with people claiming, social media … [Read more...]
More Stupid Selling Tricks Posted on September, 2010
It's been a while since I've had a rant about people who represent our … [Read more...]
You're Not A Consultant, You're A Salesperson! Posted on September, 2010
Today, I was coaching a good friend on some sales calls. We were role playing … [Read more...]
Follow The Money! Posted on September, 2010
Every sales person knows about following the money--at least from the point of … [Read more...]
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