As sales and marketing professionals, we are supposed to help our customers … [Read more...]
Tag: Execution
Looking In The Mirror
What Sales People Can Learn From High Jumping Posted on July, 2015
High jumping is a fascinating metaphor for sales success, at least in my … [Read more...]
Measuring Outcomes Not Activities Posted on July, 2015
We're proud of the marketing and sales metrics we have in place. I sit in … [Read more...]
Goal Alignment--A Performance Roadblock Posted on July, 2015
Too often, I sit in meetings of top executives and it seems each is speaking a … [Read more...]
Lean Sales: Cause And Effect Posted on July, 2015
x Connect via LinkedIn Subject Message Connect Whether we are … [Read more...]
Why Are They Buying---Do They Know? Posted on July, 2015
I've written, often, about the importance of understanding why our customers are … [Read more...]
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...]
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