Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
Tag: Problem Solving
Can You Make A Sales Call Without Talking About Your Product?
What's With All These F#!@&*g Reviews!!! Stop Wasting My Time! Posted on June, 2018
It seems managers are always asking for and conducting reviews. Sales people … [Read more...]
Beware Of "Experts" Sharing Data..... Posted on May, 2018
I guess part of being perceived as being an expert is sharing data and … [Read more...]
Thoughts On Agility Posted on May, 2018
Agile is one of the "hot" business buzzwords these days, right along with … [Read more...]
We Need To Stop Our Fixation On Buyer Journeys Posted on May, 2018
Recently, I participated in a discussion on "the buyers journey." In some ways, … [Read more...]
It's Harder To Sell Within Our Own Companies! Posted on March, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an … [Read more...]
Playing Sales Enablement "Catch-Up" Posted on March, 2018
This week, I had meetings with a number of sales enablement professionals. Each … [Read more...]
The More We Know, The Less We Think We Know Posted on March, 2018
I've been having a fascinating discussion with Charlie Green, Jill Konrath, and … [Read more...]
We Need To Stop Making Things Easy! Posted on February, 2018
We seem to be, individually and organizationally, fixated on making things … [Read more...]
Is "Figuring Things Out" A Critical Sales Skill? Posted on February, 2018
It seems much of the trend in sales is to provide our sales people all the … [Read more...]
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