As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
Tag: Overcoming Crises
What If We're Not Important? Part 2
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
Performance Management Friday --- Win/Loss Analysis Posted on January, 2012
Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]
Performance Management Friday --- Quota Posted on December, 2011
I've been writing this series of posts on metrics, and how sales people and … [Read more...]
Losing Posted on December, 2011
I'm writing this with some trepidation, I worry that my message will be … [Read more...]
Buying Isn't Important, It's The Results Of Buying That Are Important! Posted on November, 2011
We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
What's Your Focus? Posted on November, 2011
I work with dozens of organizations and hundreds to thousands of business … [Read more...]
Removing Obstacles To Buying Posted on November, 2011
One of the most important roles of the sales professional is to remove obstacles … [Read more...]
Rising Tides Float All Ships, But What About Falling Tides? Posted on October, 2011
"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
How Do You Know If The Customer "Knows?" Posted on October, 2011
As sales professionals, we are supposed to be masters of effective … [Read more...]
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