Sales people are accountable for generating revenue-----Duuuuggghh! Ask a sales … [Read more...]
Tag: Responsibility
Sometimes Revenue Is The Wrong Sales Metric
Conditions Of Employment Posted on May, 2013
A warning to my readers, I tend to be a little hard nosed every once in a … [Read more...]
DumbingThings Down Versus Radical Simplification Posted on May, 2013
I'm a great advocate of Radical Simplification. Our worlds are too complex, we … [Read more...]
Questions We're Afraid To Ask Posted on May, 2013
We all have them, Questions We're Afraid To Ask. They're obvious, but we're … [Read more...]
Are You Creating A Sense Of Urgency With Your Customers? Posted on April, 2013
I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
Customer Retention, Different Approaches Posted on April, 2013
Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
Walking Away Posted on April, 2013
My post, "But Your Price Is Too High," has spawned dozens of comments. One of … [Read more...]
Don't Confuse Buying And Selling! Posted on April, 2013
I feel like I'm about to emulate the famous Gordon Gecko speech in the movie, … [Read more...]
What's Quality Have To Do With Sales And Marketing? Posted on March, 2013
Quality is a word I almost never hear in a discussion about selling. Sure, … [Read more...]
Connecting The Dots, Can You Do It For Your Customer? Posted on March, 2013
There's a huge amount of "wisdom" about calling at the top. At times, I think … [Read more...]
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