Earlier today, I was interviewed for an article on "Closing The Sale." The … [Read more...]
Tag: Overcoming Crises
Closing The Sale
Don't Focus On Sales Velocity, Focus On Buying Velocity! Posted on September, 2015
We spend a lot of time seeking to increase pipeline velocity, compressing sales … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [Read more...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
Leadership Is About Personal Responsibility And Action Posted on August, 2015
Forgive me, I'm on a bit of a rant. Those who have followed me for some time … [Read more...]
Looking In The Mirror Posted on July, 2015
As sales and marketing professionals, we are supposed to help our customers … [Read more...]
Letting The Customer "Opt-Out" Is Not A Nurturing Strategy Posted on July, 2015
I had an interesting, unexpected reaction to my "Stop Nurturing Me" post. An … [Read more...]
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
Goal Alignment--A Performance Roadblock Posted on July, 2015
Too often, I sit in meetings of top executives and it seems each is speaking a … [Read more...]
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