Our customers don't need sales people calling on them. They don't need a person … [Read more...]
Tag: Insight Selling
Business People Who Sell
Making The Numbers! Posted on March, 2016
Every sales professional is obsessed with making the numbers. Meet another … [Read more...]
When The Script Works Posted on March, 2016
Over the past weeks, I've been arguing against mindless scripts being executed … [Read more...]
When Prospects Don't Follow The Script Posted on March, 2016
I have a confession. For some reason, I take perverse pleasure in taking sales … [Read more...]
"Good Enough" Should Never Be "Good Enough" Posted on March, 2016
I've been involved in a fascinating conversation with Greg Michaels. He wrote a … [Read more...]
Does Your View Of Value Limit You And Your Customers? Posted on March, 2016
Value is one of those $25 words everyone talks about. We all want to talk about … [Read more...]
The Brave New World Of Buying Automation Posted on February, 2016
There was a hilarious article in the New York Times, A Robot That Has Fun At … [Read more...]
Why The "Why" Is Important Posted on February, 2016
As sales people, we know the “why” is very important in probing our customers. … [Read more...]
It's Really Not About The Buying Process Posted on February, 2016
As sales professionals (marketing too), for years we've always been pretty self … [Read more...]
It's Not "Integrated Sales And Marketing," It's "Interleaved Sales And Marketing" Posted on February, 2016
I've been pretty tough on content marketers and marketing in a couple of my … [Read more...]
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