We talk a lot about account planning, particularly if our "territory" is one or … [Read more...]
Tag: Prospecting
What's The Purpose Of Account Planning?
Is The Email "Open" Really The Goal? Posted on August, 2014
I read an intriguing post from Jim Keenan about Subject Lines That Work For … [Read more...]
Stalled Deals? Posted on August, 2014
We all have them, we know what they look like. They're stuck. We look at aging … [Read more...]
"I Can Save You More Than You Are Currently Spending" And Other Stupid Sales Ploys Posted on August, 2014
We've all gotten the call, the phone rings, it's a sales person. Somewhere in … [Read more...]
Why I Won't Respond To Your Email! Posted on July, 2014
I get at least a couple 100 emails a day (not including the SPAM). A lot of … [Read more...]
The Questions We Are Afraid To Ask Posted on July, 2014
I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
We're Efficient, But What Does That Do To The Customer Experience? Posted on June, 2014
The other day, Jim Keenan and I were chatting about a number of things (mostly … [Read more...]
Do You Know The Answers To These Three Questions? Posted on June, 2014
As you know, I'm constantly doing deal reviews with sales people. Each review … [Read more...]
Always Be Closing! Posted on June, 2014
Recently, a number of people have asked me my thoughts on closing skills. I … [Read more...]
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