Sales people are notoriously bad at writing things down and documenting things. … [Read more...]
Tag: Sales Process
It's All In Your Head!
Performance Management Friday -- Abandoned Deals Posted on January, 2012
Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]
Do You Have The Pieces-Parts Or A Working System? Posted on January, 2012
Take a look at the two pictures below (courtesy of RapidRepair.com). In one … [Read more...]
Performance Management Friday --- Win/Loss Analysis Posted on January, 2012
Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]
Not Worth The "Paper It's Written" On Posted on January, 2012
Companies spend billions of dollars each year in training people on sales and … [Read more...]
Sending Your Sales People Out Naked, The Problem With "Challenger Selling" Posted on December, 2011
Over the past month or so, there's been a huge amount of conversation about … [Read more...]
Getting From Here .... To There Posted on December, 2011
Imagine a contest. You've landed in a city you've never been to before. You're … [Read more...]
"I Don't Need No Stinkin' Sales Process!" Posted on November, 2011
That's what I hear from lot's of sales people---not in the meetings, but when … [Read more...]
Removing Obstacles To Buying Posted on November, 2011
One of the most important roles of the sales professional is to remove obstacles … [Read more...]
Does Sales 2.0 Make You A Better Sales Person? Posted on November, 2011
The short answer is Yes--and--No. I sit through all sorts of conferences that … [Read more...]
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