Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the … [Read more...]
Tag: Prospecting
How Do You Want To Be Sold?
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
"I Feel Like I'm Being A Pest!" Posted on October, 2021
As I talk to sales people, I'm hearing this frustration being expressed more and … [Read more...]
"Sorry For Reaching Out Randomly...." Posted on October, 2021
I'm quickly going through my email. I opened an email that I knew would be a … [Read more...]
Who Is Your Customer? Posted on October, 2021
Do you know who your customer is? More importantly, do you know who your … [Read more...]
Moving From Product Features To Insight Posted on September, 2021
Recently, I was doing a workshop with a really great sales team. We were … [Read more...]
Just Because Your Customer Isn't Saying "No"......... Posted on September, 2021
Too often, we think that because the customer isn't saying "No" to us, we assume … [Read more...]
Stop Wasting Time Prospecting! Posted on September, 2021
95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 1 Posted on August, 2021
As we emerge from the pandemic, there are a lot of discussions about the future … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
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