No this isn't a post about pricing. There's a "P" Word that strikes dread into … [Read more...]
Tag: Sales Process
Sales And The Dreaded "P" Word
Lean Sales And Marketing Posted on June, 2012
Over the past several weeks, I have had the good fortune to participate in a … [Read more...]
Learning From Lazy Sales People Posted on May, 2012
Often, when I get involved with a new client, I seek out their "laziest" sales … [Read more...]
Wake Up! The Paradigm Has Shifted! Posted on May, 2012
There have been some interesting comments about my post, If You Are Learning … [Read more...]
Collaboration--Now More Critical Than Ever Posted on May, 2012
Those of us who sell complex B2B solutions to large companies live in a world … [Read more...]
If You Are Learning Your Customers’ Needs, You Are Too Late Posted on May, 2012
Classically, as we qualified and engaged our customers in solving their … [Read more...]
Creating Crap At The Speed Of Light Posted on May, 2012
There are a huge number of tools available to help sales professionals be more … [Read more...]
Pattern Recognition And The Sales Process Posted on May, 2012
The human brain is an awesome instrument! One of the things it enables us to … [Read more...]
What Do We Do Next? Posted on May, 2012
Every year, I sit through hundreds of deal reviews. They all seem to go the … [Read more...]
Customers Are Self Educating/Informing, But What Are They Learning? Posted on May, 2012
We all know the shifts in buying. The web offers a tremendous resource to all … [Read more...]
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