There have been some interesting comments about my post, If You Are Learning … [Read more...]
Tag: Sales Process
Wake Up! The Paradigm Has Shifted!
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...]
Sales Process, A Special Version Of Project Management Posted on April, 2012
Recently, I met with the executive team of a large consulting/systems … [Read more...]
If You Don't Know Where You Are Going, Any Road Will Get You There Posted on April, 2012
A well known saying, "If you don't know where you are going, any road will get … [Read more...]
What's In It For The Person Paying The Bill? Posted on April, 2012
I received a frustrated email from a colleague the other day. He described a … [Read more...]
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