In the old days of telecom, the days when telecom was dominated by landlines, … [Read more...]
Tag: Lean Sales And Marketing
The "Last Mile" In Selling
Our Customers Are Doing Their Homework Posted on April, 2018
Every three years, I go through the same cycle. My car lease comes to an end. … [Read more...]
Drowning In Information, But Where's The Knowledge Or Insight Posted on April, 2018
Those of you who know or follow me know I'm an information junkie. My Evernote … [Read more...]
"But That's More Than We Planned To Pay!" Posted on April, 2018
Too often, we get to the end of a buying cycle and pricing becomes the issue. … [Read more...]
It's Harder To Sell Within Our Own Companies! Posted on March, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an … [Read more...]
If You Don't Know Who Your Customer Is, Improving Selling Skills Won't Help Posted on March, 2018
Over the past few days, I've been participating in a discussion about a … [Read more...]
Playing Sales Enablement "Catch-Up" Posted on March, 2018
This week, I had meetings with a number of sales enablement professionals. Each … [Read more...]
Connecting The Dots Posted on March, 2018
At executive levels, we are fond of developing new strategies and priorities for … [Read more...]
Addressing Performance Issues! Posted on March, 2018
Managers are responsible for maximizing the performance of the people on their … [Read more...]
"Water, Water Everywhere....." Posted on March, 2018
In the Rime Of The Ancient Mariner, Samuel Taylor Coleridge writes, "Water … [Read more...]
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