You do have a written call plan for every meeting, don't you? Have you ever … [Read more...]
Tag: Execution
Send Your Customer Your Call Plan!
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...]
Looking In The Mirror Posted on July, 2015
As sales and marketing professionals, we are supposed to help our customers … [Read more...]
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...]
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