A colleague had a wonderfully colorful term to describe situations we both found … [Read more...]
Tag: Sales Process
"Pissing On The Ashes"
Is Sales Really About Sharing Content? Posted on January, 2017
To some degree, a major function of sales people has been to be an information … [Read more...]
New Logos, Account Development, Hunting Posted on December, 2016
Recently, Don Mulhern and I were have a discussion about … [Read more...]
Failure Takes Effort Posted on December, 2016
Failure, for the most part, doesn't happen over night. Sure, there are … [Read more...]
"Target Close Date" Integrity Posted on December, 2016
Bob Apollo wrote an outstanding post, Where Did That Close Date Come From? He … [Read more...]
Customers Aren't Widgets Posted on December, 2016
I've always thought sales is more science than art. I believe selling is a set … [Read more...]
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
Everything Has Changed In Buying/Selling, Except Us! Posted on November, 2016
Reflect back on your career in sales. For some of you, it's only a few years, … [Read more...]
When Less Is More! Posted on October, 2016
We have a complexity crisis in our organizations. There is no place where it … [Read more...]
Focus On The Customer Journey, Not Their Buying Journey Posted on September, 2016
Over the years, we've made some progress, shifting our focus from our Selling … [Read more...]
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