Imagine a contest. You've landed in a city you've never been to before. You're … [Read more...]
Tag: Sales Process
Getting From Here .... To There
"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...]
Performance Management Friday -- % Of Opportunities Advanced Posted on October, 2011
Our goal as sales people is to help our customers move through their buying … [Read more...]
What's Next? Do You Really Have A Deal Strategy? Posted on October, 2011
I must review hundreds to thousands of deals every year. Often, sales people … [Read more...]
Where's "The Decisionmaker?" Posted on October, 2011
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
When Do You Stop Qualifying? Posted on October, 2011
Today I was asked the question, "Do you have to keep qualifying through the … [Read more...]
Critical Closing Skills Posted on September, 2011
Every once in a while a sales manager calls me, "I have a sales person who can't … [Read more...]
The Meeting Posted on September, 2011
You've spent all this time trying to get through to the prospect. You've … [Read more...]
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