In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
Tag: Execution
Moving From Information Scarcity To Abundance
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...]
"But We're Making Our Number....." Posted on September, 2021
Recently, I had an interesting conversation with an executive. It was a large … [Read more...]
The Wentworth Prospect Posted on September, 2021
I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
"How Will This Initiative Be 'Gamed'" Posted on September, 2021
I spend my time with clients thinking about and implementing major change … [Read more...]
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