One of the single most important concepts in marketing and sales is the "Ideal … [Read more...]
Tag: Execution
Who Is Your Customer?
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...]
Research Shows You Get The Best Results If....... Posted on August, 2018
Marketing and sales are very data driven---or at least we pretend to … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
Solution Buying....... Posted on July, 2018
Silly me, I always thought we were supposed to sell solutions. That is, as … [Read more...]
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