Sales people are trained to be problem solvers -- we ask questions, probe -- … [Read more...]
Tag: Responsibility
Leaping To Solutions! Are We Solving The Right Problem?
Always Be Recruiting! Posted on July, 2010
Dave Kurlan wrote an outstanding post: Bench Strength - The Key To Replacing … [Read more...]
Shortcuts Posted on July, 2010
It seems to be human nature to take shortcuts. We want results immediately, we … [Read more...]
Are You Playing At The Top Of Your Game? Posted on July, 2010
I know, I know, we use way too many sports metaphors to talk about selling. But … [Read more...]
Call Avoidance Posted on June, 2010
I've fallen into a trap, it seems my preferred mode of communication is becoming … [Read more...]
Would You Trust This Man? Would You Trust His Company? Posted on June, 2010
For the past several weeks, there has been an interesting saga going on in the … [Read more...]
High Performance Sales, 10 Things Sales Managers Must Worry About Posted on June, 2010
Today, I am a keynote speaker as part of Microsoft's and Focus.com's Dynamic … [Read more...]
Getting Personal About Metrics Posted on May, 2010
Sales managers spend a lot of time talking about metrics. They measure … [Read more...]
Execution Is The Hard Part! Posted on April, 2010
The phone rings, it's a concerned executive. After pleasantries, we get down to … [Read more...]
Your Selling Process--It's Not Optional, It's A Condition Of Continued Employment Posted on March, 2010
Everyday I speak with sales executives and professionals about how to improve … [Read more...]