I've written, often, about the importance of understanding why our customers are … [Read more...]
Tag: Execution
Why Are They Buying---Do They Know?
Knowing Versus Doing Posted on June, 2015
There were some interesting comments on my post, Focus On The Customer--Magic … [Read more...]
Figuring It Out, Critical Sales Competency! Posted on June, 2015
I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Focus On The Customer, Magic Happens! Posted on June, 2015
Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
Prospecting---Sweaty Palms And Picking Up The Phone! Posted on June, 2015
Last week I was having a conversation with an executive. This executive had an … [Read more...]
Whose Performance Problem Is It? Posted on June, 2015
A while back I was involved in a discussion about performance. For some reason, … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
How Well Do I Have To Know My Customer? Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
The Data On Sales Success Is In! Posted on May, 2015
We've run across some startling data on sales performance: 99% of sales reps … [Read more...]
The Killer Closing Technique Posted on May, 2015
Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
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