I was oddly amused and somewhat saddened observing a situation from the … [Read more...]
Tag: Overcoming Crises
Just Solve The Damn Problem!
"How Much Follow Up Is Too Much?" Posted on April, 2014
I just got a great question, "How much follow up is too much?" The sales person … [Read more...]
"Only The Paranoid Survive" Posted on April, 2014
"Only The Paranoid Survive" was written years ago by Andy Grove, then Chairman … [Read more...]
"Everyone Has A Plan Until They Get Punched In The Face" Posted on March, 2014
I love this quote from Mike Tyson. Most sales people I speak with claim they … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Rethinking Qualification, Has The Customer Qualified Themself? Posted on March, 2014
The other day, I wrote an article about, "How Much Do You Want To Spend?" The … [Read more...]
"How Much Do You Want To Spend?" Posted on March, 2014
"How much do you want to spend?" "What's your budget?" These and other … [Read more...]
Don't Answer That Objection! Posted on March, 2014
A few days ago, I was tagging along with a sales person on a call. It started … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
Setting Expectations Posted on March, 2014
I'm encamped in our local Starbucks, busy with my morning series of conference … [Read more...]
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