I meet thousands of sales people a year. Most of them really care about the job … [Read more...]
Tag: Overcoming Crises
Working Hard
Unique, Differentiated? But Are You Relevant? Posted on April, 2014
It's critical that we differentiate our offerings and solutions from the … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
Scroll Factor And Problem Solving Posted on April, 2014
Email is such a powerful tool for communicating. Properly used, it can really … [Read more...]
Why Are They Buying? Posted on April, 2014
I've completed a few days of doing deal reviews with some really terrific sales … [Read more...]
Just Solve The Damn Problem! Posted on April, 2014
I was oddly amused and somewhat saddened observing a situation from the … [Read more...]
"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...]
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