“’We want to improve sales effectiveness!” is often the starting point of many … [Read more...]
Tag: Learning
We Want To Improve Sales Effectiveness.....
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...]
In Winning, It's The Little Performance Differences That Count Posted on June, 2011
For those of you who have followed me for some time, you know I'm an avid … [Read more...]
Dear Mr. Customer: I Try Hard To Be A Great Sales Professional...... Posted on May, 2011
Last week, I met with a sales team I’d been coaching on a large opportunity. … [Read more...]
Succeeding, Winning, Exceeding Expectations---And Accomplishing Remarkable Things! Posted on April, 2011
50% of sales people failed to achieve their quotas last year. We all faced … [Read more...]
Are You Playing For Table Stakes, Or Are You Differentiated? Posted on April, 2011
It used to be great products that set us apart—more features, functions, bells … [Read more...]
Effective Sales Coaching--Closing The Loop Posted on April, 2011
Great coaching is one of the highest impact activities a sales manager can … [Read more...]