Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
Tag: Sales Process
Focus On The Customer, Magic Happens!
The Seller's Process Or Journey Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
The Killer Closing Technique Posted on May, 2015
Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
You Can't Have Pipeline Integrity Without Deal Integrity..... Posted on May, 2015
Actually, the title of this post should be: You Can't Have Pipeline Integrity … [Read more...]
Why's This Deal Keep Slipping? Posted on May, 2015
I've been reviewing a bunch of deals in a client's CRM system. There's a … [Read more...]
Skilled Adaptation Or Clueless Reactions? Posted on April, 2015
To the casual observer, the fluidity with which a top performer adapts to a … [Read more...]
Starting With The End In Mind Posted on April, 2015
I learn so much when I spend time with project managers. It may be the manager … [Read more...]
Your Sales Process Is Not A One Way Street! Posted on March, 2015
Our thinking and visualizations of our sales processes, deal strategies, … [Read more...]
Buying Acceleration Posted on March, 2015
It's become fashionable to talk about Sales Acceleration. I suppose it seems … [Read more...]
Is It Your Sales Process? Posted on March, 2015
Most organizations I work with have a sales process. But when I look at it, … [Read more...]
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