I'm very fortunate to work with very talented sales executives and people. Most … [Read more...]
Tag: Sales Process
Getting Your People To Use The Skills And Knowledge They Already Have
If You Don't Value Your Time, You'll Never Value The Customer's Posted on November, 2012
In commenting on my post, Given A Choice, Customers Generally Prefer Not To Have … [Read more...]
It's Supposed To Be A Pipeline, Not a Pipe Dream! Posted on October, 2012
Every sales professional knows the importance of keeping a full pipeline. If … [Read more...]
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
The Sales Process Is Critical To Customer Experience Posted on October, 2012
Recently I was at one of those giant events, you know, where sales leaders come … [Read more...]
Making Progress, What Do We Talk About Next? Posted on October, 2012
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
Sales Competence, How Do We Know? Posted on September, 2012
Yeah, I know, I know. Many readers will react to this title with responses … [Read more...]
Lean Sales And Marketing -- Time Available For Selling Posted on September, 2012
A sales person's job is to sell--nothing surprising. More and more, however, it … [Read more...]
Focus On Your Sweet Spot! Posted on September, 2012
I talk about the importance of "focusing on your sweet spot," a lot, often … [Read more...]
An Output Of The Sales Process Should Be Profitable Customers Posted on September, 2012
Most of the time we look at our sales process and think of it as producing … [Read more...]
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