Last week, while at Dreamforce, I had a conversation over coffee with a … [Read more...]
Tag: Learning
Finding The Time
CRM, The Biggest Sales Productivity Drain In 10 Years! Posted on August, 2011
Hold on, before you react to this title, take a moment to understand! Talking … [Read more...]
How Well Do You Understand Your Customer's Business? Posted on August, 2011
We know our products, our competition, our companies well. But this isn't what … [Read more...]
Innovation In Sales Posted on August, 2011
Innovation In Sales---sounds a little like an oxymoron, something like sales … [Read more...]
It's Not About The Questions, It's The Conversation Posted on July, 2011
There's a huge amount of discussion about questions in selling. Entire books … [Read more...]
Questions, Questions, What Are The Right Questions? Posted on July, 2011
I've been involved in a number of conversations about questions recently. … [Read more...]
Outsourcing Our Thinking? Posted on July, 2011
I love sales and selling! Being involved with customers as they are buying, … [Read more...]
We Want To Improve Sales Effectiveness..... Posted on July, 2011
“’We want to improve sales effectiveness!” is often the starting point of many … [Read more...]
What Happened To Common Sense? Posted on July, 2011
I was talking to a customer today--not one of mine--possibly one of yours. We … [Read more...]
Who Is Our Customer -- A View From The Fashion Industry Posted on June, 2011
It might come as a surprise to some of my readers that I consult within the … [Read more...]