It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Tag: Prospecting
All Revenue Is Not Created Equal!
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...]
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...]
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