Last week, Tim Ohai and I were talking about the future of selling. We got onto … [Read more...]
Tag: Execution
Critical Selling Skills That Distinguish Top Performers
"Herding Customers" Through Complex Buying Processes Posted on September, 2015
I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
What's More Important, Experience Or Experiences Posted on August, 2015
The other day I was speaking to a large group of sales people. Many were very … [Read more...]
Getting Things Done Though Our People Posted on August, 2015
Perhaps the most difficult thing to recognize in moving from an individual … [Read more...]
Perfect Prospecting Posted on August, 2015
Recently, I published a rant on LinkedIn, "Patient 0 Of Stupid Prospecting." … [Read more...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
Send Your Customer Your Call Plan! Posted on August, 2015
You do have a written call plan for every meeting, don't you? Have you ever … [Read more...]
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
The "Competitor" Question Posted on August, 2015
It happened again this morning. I was doing a review with a sales person. It … [Read more...]
Smart Marketers Acting Stupidly Posted on July, 2015
Before I go any further, I know there are some detractors out there who will … [Read more...]
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