I have a very good friend, Dr. Howard Dover. He does wickedly smart things in … [Read more...]
Tag: Prospecting
Automating Stupidity
"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...]
Beware Of Sales Enablement Experts Prospecting Posted on July, 2018
Every day, each of us gets dozens of horrendously bad prospecting emails. My … [Read more...]
Getting What You Get Or Getting What You Want? Posted on May, 2018
Over the past several weeks, I've been sitting in a number of pipeline and deal … [Read more...]
Thanks For Training Me Not To Answer My Phone! Posted on May, 2018
I've stopped answering my phone--whether it's my office, mobile, or home phone, … [Read more...]
Our Customers Are Doing Their Homework Posted on April, 2018
Every three years, I go through the same cycle. My car lease comes to an end. … [Read more...]
Does How You Sell(Market) Represent Your Company Well? Posted on April, 2018
Customer experience is increasingly a key differentiator in acquiring and … [Read more...]
If You Don't Know Who Your Customer Is, Improving Selling Skills Won't Help Posted on March, 2018
Over the past few days, I've been participating in a discussion about a … [Read more...]
Great Prospecting Posted on March, 2018
I use this column, too often, to whine about the state of prospecting emails. … [Read more...]
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