How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
Tag: Execution
What If You Couldn't Discount?
How Important Is Price? Posted on July, 2021
Price is important—of course, but sometimes I think we, sales people, make it … [Read more...]
Are You Winning Enough? Posted on July, 2021
This may seem very basic, but I’m constantly surprised by how little we address … [Read more...]
Thinking About Objections Posted on June, 2021
Sales people have always had a bit of a weird mindset on objections. We do … [Read more...]
What Is The Objective Of This Call? Posted on June, 2021
Do you have a clear objective for each call/meeting you have with the customer? … [Read more...]
What If We Started With A Blank Sheet Of Paper? Posted on June, 2021
Buying is changing profoundly. This impacts everything we do to try to engage … [Read more...]
"How Are We Doing...." Posted on June, 2021
We're all used to the email surveys, usually following some shopping or customer … [Read more...]
How Value And Value Creation Evolves Posted on June, 2021
It's imperative that we continue to evolve our thinking on value and value … [Read more...]
Rethinking Qualification Posted on June, 2021
Qualification is, perhaps, one of the most important factors to our sales … [Read more...]
The "Secrets" Of Sales Posted on May, 2021
Recently, I was approached to talk about The Secrets Of Sales. When asked, it … [Read more...]
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