When we talk about critical skills and competencies of great B2B sales people, … [Read more...]
Tag: Sales Process
Are Your Sales People "Organizationally Nimble?"
How Interested In Your Customer Are You? Posted on May, 2019
It was one of those big opportunities. It would make or break the following … [Read more...]
What's Next? What's Your Deal Strategy? Posted on April, 2019
In any given year, I may be involved in doing 100's of deal or opportunity … [Read more...]
Sales Results: Principles Versus Techniques/Tactics Posted on April, 2019
How do we create sustained results as sales professionals? After all, our jobs … [Read more...]
Changing The Questions, Manager's Version Posted on March, 2019
I wrote, Changing The Questions, discussing how our questioning strategies tend … [Read more...]
Stop Focusing On The Top Of The Pipeline! Posted on March, 2019
Virtually every sales person and organization have pipeline/funnel problems. … [Read more...]
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
The Coming Sales Talent Crisis, Part 3 Posted on February, 2019
If you haven't sensed it yet, I think Sales Talent will probably be "THE" issue … [Read more...]
Our Customers Include Microsoft, Google, Siemens.... Posted on February, 2019
Daily, I'm inundated with emails, InMails, phone calls from sales people trying … [Read more...]
What's The Most Pressing Part Of The Sales Process Today? Posted on January, 2019
Recently, I was having a conversation with a good friend and colleague. He … [Read more...]
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