The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
Tag: Responsibility
Moving From The Teaching Pitch To A Collaborative Dialog
When The Going Gets Tough Posted on June, 2012
We're about to enter the second half of the year. People are looking at their … [Read more...]
Duz Speling nd Gramer Matr? Posted on May, 2012
When I was a young sales manager, my manager had a big candy jar on his desk … [Read more...]
Collaboration--Now More Critical Than Ever Posted on May, 2012
Those of us who sell complex B2B solutions to large companies live in a world … [Read more...]
Only One Thing Is Sacrosanct To Sales Posted on May, 2012
Mid-year is approaching. I'm talking to a lot of people about where they are … [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...]
Struggling With Intolerance Posted on March, 2012
The other day, my friend Jill Konrath wrote a compelling post, Silence Is … [Read more...]
Maximizing Sales Management Impact Posted on February, 2012
Sales management is one of the toughest jobs around---particularly that of the … [Read more...]
Facing Reality Posted on January, 2012
One of the things I love the most about sales people is the eternal optimism. … [Read more...]
What Happens When The Customer Doesn't Raise His Hand? Posted on January, 2012
There has been an important revolution in marketing thinking over the past … [Read more...]
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