We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
Tag: Problem Solving
"We Can't Justify Your Price......"
What Have You Done Lately? Posted on September, 2015
Sales is the only job where the scorecard on performance is reset at the … [Read more...]
The Challenger Customer Posted on September, 2015
Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Critical Selling Skills That Distinguish Top Performers Posted on September, 2015
Last week, Tim Ohai and I were talking about the future of selling. We got onto … [Read more...]
The Intersection Of Seth Godin And Challenger And Insight Driven Sales Posted on September, 2015
For some time, I've had the famous Jack Nicholson/Tom Cruise scene in "A Few … [Read more...]
Don't Focus On Sales Velocity, Focus On Buying Velocity! Posted on September, 2015
We spend a lot of time seeking to increase pipeline velocity, compressing sales … [Read more...]
Customer "Decision-Making Readiness" As A Qualifier Posted on September, 2015
We've all read the data about increases in "No Decision Made." In the new, The … [Read more...]
"Herding Customers" Through Complex Buying Processes Posted on September, 2015
I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
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