I've always had a contrarian opinion about the roles of SDRs and AEs. While … [Read more...]
Tag: Overcoming Crises
SDRs And AEs, Do We Have Things Backwards?
Are Your Customers Doing Their Homework? Posted on October, 2022
Hank Barnes' research on buyer remorse (and other things) is some of the most … [Read more...]
Qualifying, A Primer Posted on September, 2022
I've been writing a series of posts about selling basics. Too often, we take … [Read more...]
Do We Want To Eliminate Objections Posted on September, 2022
I've seen a series of posts offering tricks and techniques to eliminating … [Read more...]
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......" Posted on September, 2022
There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
The "Sales Tolerance Stack Up Problem" Posted on September, 2022
As an engineer, I learned it is impossible to design and build the perfect part. … [Read more...]
Minimize Disagreement? Posted on August, 2022
I was reading an article on "office politics." Basically, the discussion was … [Read more...]
"Works Well With Others....." Posted on August, 2022
The other day, my mom embarrassed me a little. She had been going through some … [Read more...]
Is The Customer Always Right? Posted on August, 2022
Fred Copestake posed an interesting survey on LinkedIn, "Is The Customer Always … [Read more...]
What Is Accountability? Posted on August, 2022
We discuss accountability a lot, but do we really understand what it is, are we … [Read more...]
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