Forensic Prospecting---I wish I could claim inventing this term, but the words … [Read more...]
Tag: Prospecting
Forensic Prospecting
How Are You "Showing Up" To Your Prospects And Customers? Posted on August, 2012
I know you think I make these stories up, they are so preposterous, they can … [Read more...]
Silly Me, I Thought Selling Was Supposed To Generate Revenue! Posted on August, 2012
I've always been under the impression that revenue generation (quota) was the … [Read more...]
Creating Excuses To Keep Going Back To The Customer Posted on July, 2012
I was in a fascinating discussion the other day. We are talking about … [Read more...]
Lean Sales And Marketing -TAKT Time Posted on July, 2012
For those of you with a background in Lean, TAKT Time is a familiar concept for … [Read more...]
The Intrusiveness Of Prospecting Posted on July, 2012
I've been carrying on a number of discussions in various forums on LinkedIn. … [Read more...]
If You Are Learning Your Customers’ Needs, You Are Too Late Posted on May, 2012
Classically, as we qualified and engaged our customers in solving their … [Read more...]
Prospecting--Exhausting All The Alternatives Posted on May, 2012
Truth be told, most sales people would prefer to have a root canal than … [Read more...]
Before You Pick Up The Phone! Posted on April, 2012
I'm constantly amazed at the calls I get. People calling me, with little idea … [Read more...]
Taking Shortcuts Posted on April, 2012
We all take shortcuts. We want to find the path of least resistance, we want to … [Read more...]