The other day, Jim Keenan and I were chatting about a number of things (mostly … [Read more...]
Tag: Prospecting
We're Efficient, But What Does That Do To The Customer Experience?
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...]
A Plan Based On "Bluebirds" Is Not A Plan Posted on May, 2014
Every sales person loves a "bluebird." Those are those orders that suddenly … [Read more...]
Insight, Triggers, And Connecting The Dots Posted on May, 2014
Top performing executives, business development, and sales professionals have an … [Read more...]
Imagining Customer Conversations In 140..... Posted on April, 2014
It seems attention spans and communications are contracting and getting … [Read more...]
Late To The Party! Posted on March, 2014
Ever show up to a party late? Groups have formed, everyone's deeply engaged in … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Creating Urgency Posted on February, 2014
Trying to close a sale when a customer has no sense of urgency is like pushing a … [Read more...]
What's Your Special Number? Posted on February, 2014
I spend a lot of time writing about metrics and performance management. It's … [Read more...]
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