As a preface, my friend, Hank Barnes, wrote me saying he and several others are … [Read more...]
Tag: Execution
"The Joy Of Selling...," Have We Lost It?
"Sorry For Reaching Out Randomly...." Posted on October, 2021
I'm quickly going through my email. I opened an email that I knew would be a … [Read more...]
Who Is Your Customer? Posted on October, 2021
Do you know who your customer is? More importantly, do you know who your … [Read more...]
Is This Problem Important For Your Customer To Solve? Posted on September, 2021
We struggle to get in front of customers, to find opportunities, to nurture them … [Read more...]
Moving From Information Scarcity To Abundance Posted on September, 2021
In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
Just Because Your Customer Isn't Saying "No"......... Posted on September, 2021
Too often, we think that because the customer isn't saying "No" to us, we assume … [Read more...]
Who's Coaching Our Customers? Posted on September, 2021
Everyone needs coaching. I've spent a lot of time in this blog talking about … [Read more...]
Value Is Not A Destination Posted on September, 2021
Too often, when sales people talk about value, it seems it's some sort of fixed … [Read more...]
Are You Important To Your Customer? Posted on September, 2021
I have to admit, and apologize to a few folks, I lost it in a meeting … [Read more...]
Stop Wasting Time Prospecting! Posted on September, 2021
95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
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