Bob Apollo recently wrote a great piece, "Where Did That Close Date Come From?" … [Read more...]
Tag: Lean Sales And Marketing
Where Did That Close Date Come From?
"The Forecast Meeting" Posted on August, 2017
A friend and I were sharing our experiences in forecast meetings. Each of us … [Read more...]
Putting Yourself In Your Customers' Shoes Posted on July, 2017
As sales people, we need to put ourselves in our customers' … [Read more...]
The Importance Of Establishing A Cadence Posted on July, 2017
It seems in nature, as well as business there is a rhythm to the way things … [Read more...]
The Buying Process, It Only Happens 1 Time! Posted on July, 2017
Customers struggle with buying. There's a huge amount of data indicating the … [Read more...]
Cutting Sales Expense Posted on July, 2017
Recently, I got a call. When I filter out all the prospecting calls, usually … [Read more...]
Are We Getting Prospecting Wrong? What Is The Customer's First Impression? Posted on July, 2017
Today, most of what I hear from sales people and executives is they are … [Read more...]
Effectiveness Must Precede Efficiency Posted on July, 2017
Too often, we seem to focused on volume, velocity and activity levels, thinking … [Read more...]
Rethinking Sales Skills And Competencies Posted on June, 2017
Wayne Gretzky has the famous quote describing why he is an all time top … [Read more...]
Our Products Are Becoming Commoditized! Posted on June, 2017
It seems every product, regardless of how complex, is destined for some level of … [Read more...]
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