I got a prospecting call. We had actually arranged a conversation, the company … [Read more...]
Tag: Problem Solving
Situational Adaptability
Virtual Selling Is Not The Future Of Sales! Part 2 Posted on August, 2021
It's become high fashion to declare the future of selling is "virtual." While … [Read more...]
Asking The Wrong Questions! Posted on August, 2021
Our engagement strategies are, too often, failing us. I suspect it's because we … [Read more...]
Give Your Sales People What They Need! Posted on August, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement … [Read more...]
Do You Have A Brain Trust? Posted on August, 2021
Every two weeks, on Friday afternoon, I have a call with Brent. Once a month, … [Read more...]
What If They Aren't Looking? Posted on July, 2021
We know that customers are moving increasingly to a digital buying journey, … [Read more...]
Buying Is Broken, What's This Mean For Selling? Posted on July, 2021
It’s so intriguing, we see our customers and prospects struggling with buying. … [Read more...]
Thinking About Objections Posted on June, 2021
Sales people have always had a bit of a weird mindset on objections. We do … [Read more...]
"How Would You Rate Your Recent Call Experience With Irene M?" Posted on June, 2021
It's become de-rigueur, after a call to a customer support center, an email is … [Read more...]
Rethinking Qualification Posted on June, 2021
Qualification is, perhaps, one of the most important factors to our sales … [Read more...]
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