We know our products, our competition, our companies well. But this isn't what … [Read more...]
Tag: Learning
How Well Do You Understand Your Customer's Business?
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...]
Sales Training--Sustained Performance Or The Sugar High? Posted on June, 2011
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
How Did You Arrive At This Perception Of Our Solution? Posted on June, 2011
It used to be that sales people were the principal source of information about … [Read more...]