I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
Tag: Execution
Doing The Deal Or Solving The Problem
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Surrendering Your Business Strategy To Your Sales People Posted on May, 2016
Do you want your sales people defining your business strategy? As good as they … [Read more...]
More Crazy Thinking About Compensation Posted on May, 2016
This morning I get a call, it's the CEO and VP of Sales on a conference phone. … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
We'll Fix Performance Problems In The Commission Plan! Posted on May, 2016
I'm amazed by the number of calls I for advice on compensation and commission … [Read more...]
Fallacies In Our Thinking About A, B, And C Players Posted on May, 2016
Management and sales management literature is filled with endless discussions … [Read more...]
Wishful Thinking Posted on May, 2016
Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Don't Disadvantage Yourself In Your Deal Strategy Posted on May, 2016
You've invested time in qualifying your deal. Now you want to move the customer … [Read more...]
Prescriptive Selling Posted on April, 2016
I'm seeing a trend toward increasing prescription in selling. By that, I mean … [Read more...]
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