Being prescriptive with our sales teams and our customers is a hot topic these … [Read more...]
Tag: Sales Process
Prescription, The Double Edged Sword
But They Really Need The Product! Posted on November, 2015
I was doing a deal review with a sales person. It was a big deal, important to … [Read more...]
What's The Problem With Demos Posted on November, 2015
Demos Sell! I was visiting a company recently, they had a full court press on … [Read more...]
What If The Customer Doesn't Know Their Buying Process? Posted on October, 2015
We all know the customer's buying process is more important than our selling … [Read more...]
Bad Selling Fundamentals = Bad Social Selling! Posted on October, 2015
Social Selling is the "Easy Button" for every sales person's dreams of making … [Read more...]
Are You Aligned With Where Your Customer Is In Their Buying Process? Posted on October, 2015
A friend called me for advice today. He's a great sales person, a big deal … [Read more...]
"Are You The Decisionmaker?" Posted on September, 2015
I was reading a sales blog post on critical questions to ask the customer. One … [Read more...]
Closing The Sale Posted on September, 2015
Earlier today, I was interviewed for an article on "Closing The Sale." The … [Read more...]
Customer "Decision-Making Readiness" As A Qualifier Posted on September, 2015
We've all read the data about increases in "No Decision Made." In the new, The … [Read more...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
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