There is a fascinating conversation on the topic of "Should sales and marketing … [Read more...]
Tag: Responsibility
Sales/Marketing SLA's - Are They Really A Sword Of Damocles?
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...]
Principles Trump Process! Posted on April, 2011
On Friday, I had the pleasure of speaking with my friend Charlie Green (as well … [Read more...]
Sales Manager Or Individual Contributor? Posted on April, 2011
In many organizations, sales managers also have a personal sales territory. The … [Read more...]
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