Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]
Tag: Responsibility
Buyer's Remorse
Selling---Doing What You Have To Do Posted on November, 2011
Selling has always been a tough job. Everyday, it becomes tougher as customers … [Read more...]
Are Your People Selling What They're Supposed To Sell? Posted on November, 2011
Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]
Removing Obstacles To Buying Posted on November, 2011
One of the most important roles of the sales professional is to remove obstacles … [Read more...]
Unsolicited Email, Cold Calling, Prospecting, Nurturing...... Posted on November, 2011
So this is what's happening this morning. I start the morning looking at … [Read more...]
Rising Tides Float All Ships, But What About Falling Tides? Posted on October, 2011
"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
"I Made A Mistake" Posted on October, 2011
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
We Are Who We Hire Posted on October, 2011
The other day I received a call from a troubled CEO. He ran a small company. … [Read more...]
Wishful Thinking And Intent Posted on October, 2011
Wishful thinking and intent can look a lot like the same thing. They are … [Read more...]
Performance Management Friday -- Funnel Churn Posted on September, 2011
Have you ever looked at your funnel, or that of one of your people (if you are a … [Read more...]
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