I've written, often, about the importance of understanding why our customers are … [Read more...]
Tag: Problem Solving
Why Are They Buying---Do They Know?
Knowing Versus Doing Posted on June, 2015
There were some interesting comments on my post, Focus On The Customer--Magic … [Read more...]
Figuring It Out, Critical Sales Competency! Posted on June, 2015
I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Your Numbers Give You The Questions, Not The Answers! Posted on June, 2015
I'm obsessed with metrics and numbers. Call anyone in our company for help on … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Providing Clarity Posted on June, 2015
Regardless of our role--customer, sales person, sales manager, executive, we … [Read more...]
Context, The Ultimate Sales Differentiator Posted on May, 2015
Everyone is enthralled with content these day--Thankfully! Content's not new, … [Read more...]
The Killer Closing Technique Posted on May, 2015
Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
How Well Do You Know Your Customer? Posted on May, 2015
My friend, Tim Ohai, has a brilliant bet he makes with sales people. He puts a … [Read more...]
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