Do you really want to sell? This may seem an odd question--since presumably … [Read more...]
Tag: Responsibility
Do You Really Want To Sell?
In Winning, It's The Little Performance Differences That Count Posted on June, 2011
For those of you who have followed me for some time, you know I'm an avid … [Read more...]
Sales/Marketing SLA's - Are They Really A Sword Of Damocles? Posted on May, 2011
There is a fascinating conversation on the topic of "Should sales and marketing … [Read more...]
The Commoditization Of Referrals Posted on May, 2011
Referral's are important to sales. We want people who know us to introduce us … [Read more...]
A Frenzy Of Initiatives Is No Way To Improve Sales Performance! Posted on May, 2011
Sales people and managers tend to be action oriented people. It's no wonder … [Read more...]
Being Helpful To Customers Must Be For Profit! Posted on May, 2011
I write a lot about being customer focused, about helping customer identify new … [Read more...]
Are We UnderPerforming Our Potential? Posted on May, 2011
Last month's Harvard Business Review focus on, of all things, Failure. One of … [Read more...]
Sales IS A Numbers Game! Posted on May, 2011
Sales is a numbers game--there is absolutely no doubt about that. Our "numbers" … [Read more...]
Purposefulness--Getting What We Want versus Getting What We Get Posted on April, 2011
As sales professionals, we all know what we want----We want to win the deal, We … [Read more...]
When Customers Really Want To Buy--Perishable Demand! Posted on April, 2011
A couple of weeks ago, I really needed to make a relatively major purchase in … [Read more...]
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