No, I'm not talking about some smarmy sales person. I'm talking about a, … [Read more...]
Tag: Overcoming Crises
Have I Got A Deal For You!
When Are We Being Manipulative? When Is It Just Best Practice? Posted on March, 2015
Few would promote blatant manipulation of the customer to achieve our goals. We … [Read more...]
Exceptional Pattern Recognition Posted on February, 2015
I wrote Obsessive Learning/Relentless Execution as a start of a series on what … [Read more...]
Ditching The Performance Review Posted on February, 2015
I was astounded to read "Let's Kill The Performance Review" by Liz Ryan. I … [Read more...]
Being Right Doesn't Count, Engaging The Customer Does! Posted on February, 2015
Within 30 minutes this morning, two things happened. First, a good friend … [Read more...]
Commissions Drive Bad Sales Behaviors And Screw The Customer!! Posted on January, 2015
I've been at the periphery of a number of discussions about commissions and … [Read more...]
Our Customers Can't Afford For Us To Wait Until They Are 70% Through Their Buying Cycle! Posted on January, 2015
It's that time of year again, there are lots of posts around the popular … [Read more...]
Sales People, We Have A PR Problem Posted on January, 2015
Sales people, we have a PR problem, .....it's Real,...... and we probably … [Read more...]
"I'm Too Busy To Prospect" Posted on January, 2015
I'm constantly amazed at the fear that strikes at the hearts of sales people … [Read more...]
Attention To Detail Or Micromanagement? Posted on January, 2015
Recently, I've been involved in a number of heated discussions on … [Read more...]
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