We spend a lot of time seeking to increase pipeline velocity, compressing sales … [Read more...]
Tag: Problem Solving
Don't Focus On Sales Velocity, Focus On Buying Velocity!
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...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
Leadership Is About Personal Responsibility And Action Posted on August, 2015
Forgive me, I'm on a bit of a rant. Those who have followed me for some time … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
The "Competitor" Question Posted on August, 2015
It happened again this morning. I was doing a review with a sales person. It … [Read more...]
Making Our Customers' Lives Better Posted on July, 2015
My article, How B2B Customers Make Decisions, sparked a lot of discussions in … [Read more...]
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