We know the importance of the marketing and sales process. It provides us a … [Read more...]
Tag: Execution
The "Chaotic" Buying Process
Why Do People Buy? Posted on September, 2018
I can already picture half the readers. Raising their eyebrows, perhaps rolling … [Read more...]
Are You Removing Roadblocks For Your People? Posted on September, 2018
I was sitting in a series of reviews. Sales people were walking through their … [Read more...]
Who Is Your Customer? Posted on September, 2018
One of the single most important concepts in marketing and sales is the "Ideal … [Read more...]
There Are No "Shortcuts" Posted on August, 2018
One would think the notions of miracle cures and short cuts to success would … [Read more...]
What Happened To The Follow-Up? Posted on August, 2018
One of the biggest mistakes managers make is lack of follow-up. Recently, I … [Read more...]
"Let's Automate That......" Posted on August, 2018
Once again, I find myself issuing a disclaimer at the outset of a post. I'm an … [Read more...]
Walking, Talking Product Brochures---Selling Is More Than This Posted on August, 2018
I don't know how many sales calls I observe. Over the course of years, it's … [Read more...]
Why Are They Buying? Posted on August, 2018
I was sitting in yet another deal review. The sales person was describing the … [Read more...]
What Did The Customer Learn As A Result Of Our Meeting? Posted on August, 2018
Usually, after a sales call, we ask ourselves, "Did I accomplish my … [Read more...]
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