I'm amazed at the number of sales people that continue to think their value … [Read more...]
Tag: Problem Solving
Your Value Proposition Isn't What You Say
We'll Fix Performance Problems In The Commission Plan! Posted on May, 2016
I'm amazed by the number of calls I for advice on compensation and commission … [Read more...]
What's Your Ask/Tell Ratio? Posted on May, 2016
Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]
Wishful Thinking Posted on May, 2016
Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Prescriptive Selling Posted on April, 2016
I'm seeing a trend toward increasing prescription in selling. By that, I mean … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
"If You Take Away Your Products, What's Left?" Posted on March, 2016
I read a wonderful quote from Colin Shaw, "If you take away a company's … [Read more...]
Your "Business Justified Solution" Is Insufficient To Win The Business! Posted on March, 2016
I've been talking to a team of people about Value Propositions. They need to … [Read more...]
Is Your Mindset Limiting You? Posted on March, 2016
Recently, I've been having a number of conversations about Mindset. I've been … [Read more...]
Do We Set Our People Up For Failure? Posted on March, 2016
I'm pretty tough on sales people. You've read my endless rants about bad … [Read more...]
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