There's a huge amount of discussion focusing on Volume And Velocity in sales. … [Read more...]
Tag: Sales Process
Volume And Velocity---What's Missing?
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
Sales Manager---Business Manager Or Coach? Posted on April, 2016
The responsibilities of a sales manager are very broad. Frontline managers have … [Read more...]
When Do You Do Your Best Selling? Posted on March, 2016
The lives of most sales people seem to be split between two types of frenzied … [Read more...]
Customer Stuck? Not Moving Forward? Posted on January, 2016
It's a common lament among sales people, "I'm trying to close the customer, I … [Read more...]
Back To Basics! Posted on January, 2016
There are thousands of posts, hundreds of books that examine every nuance of … [Read more...]
What's Project Management Have To Do With Buying/Selling? Posted on January, 2016
As sales professionals, we don't tend to talk much about project management--at … [Read more...]
Deal Slippage Posted on December, 2015
It's the end of the month, end of the quarter, end of the year..... I'm looking … [Read more...]
Prescription, The Double Edged Sword Posted on December, 2015
Being prescriptive with our sales teams and our customers is a hot topic these … [Read more...]
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...]
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