Once again, I find myself issuing a disclaimer at the outset of a post. I'm an … [Read more...]
Tag: Lean Sales And Marketing
"Let's Automate That......"
Why Are They Buying? Posted on August, 2018
I was sitting in yet another deal review. The sales person was describing the … [Read more...]
What Did The Customer Learn As A Result Of Our Meeting? Posted on August, 2018
Usually, after a sales call, we ask ourselves, "Did I accomplish my … [Read more...]
Research Shows You Get The Best Results If....... Posted on August, 2018
Marketing and sales are very data driven---or at least we pretend to … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
Is There A "Schism" Between Sales Enablement And Sales? Posted on August, 2018
Perhaps I'm an alarmist, but I'm starting to see the early signs of a schism … [Read more...]
Solution Buying....... Posted on July, 2018
Silly me, I always thought we were supposed to sell solutions. That is, as … [Read more...]
Buyer Efficiency Posted on July, 2018
There are thousands of posts, hundreds of tools, hundreds of books focusing on … [Read more...]
We Have To Have The Courage To Let Our People Do Their Jobs! Posted on July, 2018
Too often, as managers, we get in the way of our people doing their jobs--either … [Read more...]
Controlling Your Destiny Posted on July, 2018
For those who may not have already guessed, I'm a control freak. It can be a … [Read more...]
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