Recently, I was having a conversation with a good friend and colleague. He … [Read more...]
Tag: Prospecting
What's The Most Pressing Part Of The Sales Process Today?
Why Are You Calling Now? Posted on January, 2019
This morning, I'm doing work in a rare day in the office. A sales person calls. … [Read more...]
Just Because We're In Your ICP Doesn't Mean I Have A Need To Buy! Posted on January, 2019
I wrote about how badly too many sales people conduct discovery with their … [Read more...]
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
What's The Customer Business Problem? Posted on January, 2019
My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]
What Do Icebergs Have To Do With Selling? Posted on December, 2018
Yeah, I know it's a tired analogy, but icebergs are still useful in thinking … [Read more...]
"Touching The Customer 1 Time, Annoying Her 6 More Times!" Posted on October, 2018
We all know the importance of reaching out to "touch the customer." We know … [Read more...]
Automating Stupidity Posted on October, 2018
I have a very good friend, Dr. Howard Dover. He does wickedly smart things in … [Read more...]
"Let's Automate That......" Posted on August, 2018
Once again, I find myself issuing a disclaimer at the outset of a post. I'm an … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
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