As sales professionals, we don't tend to talk much about project management--at … [Read more...]
Tag: Problem Solving
What's Project Management Have To Do With Buying/Selling?
Sell The Vision, It's Easier Than Selling The Product! Posted on January, 2016
I've never sold a computer or licensed software in my career. I've never sold … [Read more...]
Buyer Self Sufficiency Posted on January, 2016
I read a fascinating HBR Article, "How More Accessible Information Is Forcing … [Read more...]
Can Your Sales People Lead A Business Conversation? Posted on January, 2016
The role of sales has clearly changed. We no longer have to spend our time … [Read more...]
Numbers Make The Conversation More Interesting Posted on December, 2015
Numbers are the bane of many sales people's existence. Everyone wants to talk … [Read more...]
Deal Slippage Posted on December, 2015
It's the end of the month, end of the quarter, end of the year..... I'm looking … [Read more...]
Is It The Customer's Job To See Sales People? Posted on December, 2015
Recently, I read a blog post in which the author was criticizing a procurement … [Read more...]
When Scripts And Tools Aren't Enough Posted on December, 2015
Sales enablement continues to push the boundaries in improving the capabilities … [Read more...]
What If You Couldn't Discount? Posted on December, 2015
I always worry starting a post with, "When I first started selling....." I fear … [Read more...]
Are We Getting Better As Sales Professionals? Posted on December, 2015
Some of you know that one of my biggest vices is high performance vehicles. My … [Read more...]
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