I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Tag: Lean Sales And Marketing
Figuring It Out, Critical Sales Competency!
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Providing Clarity Posted on June, 2015
Regardless of our role--customer, sales person, sales manager, executive, we … [Read more...]
The Seller's Process Or Journey Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
How Well Do I Have To Know My Customer? Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
Context, The Ultimate Sales Differentiator Posted on May, 2015
Everyone is enthralled with content these day--Thankfully! Content's not new, … [Read more...]
The Data On Sales Success Is In! Posted on May, 2015
We've run across some startling data on sales performance: 99% of sales reps … [Read more...]
Why's This Deal Keep Slipping? Posted on May, 2015
I've been reviewing a bunch of deals in a client's CRM system. There's a … [Read more...]
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