We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
Tag: Lean Sales And Marketing
On Consensus Buying
Do You Really Want To Be A Seller? Posted on March, 2022
I was tempted to title this, "Selling--A Calling Or A Job?" When I speak with … [Read more...]
The "Adaptable Selling Process" Posted on March, 2022
I went through my very first sales training class in the late 70's. We were … [Read more...]
Top Performers Do More Of This..... Posted on March, 2022
I love learning what top performers do and what drives high levels of … [Read more...]
Yearning To Be Unemployed!!! Posted on March, 2022
Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. … [Read more...]
A Script Isn't A Call Plan! Posted on March, 2022
I'm almost ashamed to be writing on the topic of call planning/execution. It is … [Read more...]
In Praise Of Lazy Sales People! Posted on March, 2022
I'm fascinated by studying lazy sales people! Let me qualify that a little, I'm … [Read more...]
Better Results From Each Activity Or More Activities? Posted on March, 2022
Spoiler alert, this is a trick question, but probably not in the sense that you … [Read more...]
The New Sales Process Posted on March, 2022
Most of our "sales processes" are failing us. There are a couple of core … [Read more...]
"Do You See Challenges We Aren't Managing Well?" Posted on March, 2022
I agreed to speak with the sales person. Responding to his email, I asked, "Do … [Read more...]
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