It used to be that sales people were the principal source of information about … [Read more...]
Tag: Sales Process
How Did You Arrive At This Perception Of Our Solution?
Do You Really Want To Sell? Posted on June, 2011
Do you really want to sell? This may seem an odd question--since presumably … [Read more...]
We Keep Missing Our Forecast! Deals Keep Slipping! Posted on May, 2011
It’s that time of year, everyone’s focused on getting the second quarter done. … [Read more...]
No Sales Model Is Forever, What To Do When What Worked Isn't Working Posted on May, 2011
Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
There's More To The Discovery Process Than Identifying Needs! Posted on April, 2011
After Qualifying, I believe the Discovery Phase of the sales process is the … [Read more...]
Principles Trump Process! Posted on April, 2011
On Friday, I had the pleasure of speaking with my friend Charlie Green (as well … [Read more...]
Sales Professional 3.0 Posted on March, 2011
Okay, okay, I know the title of this post will shock many of my regular … [Read more...]
Why I Love Lazy Sales People! Posted on February, 2011
I love lazy sales people! Actually, let me clarify, I love lazy sales people … [Read more...]
Getting It Done Versus Doing It Right Posted on January, 2011
I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of … [Read more...]
Your Sales Process Is Not A Route To Market Posted on December, 2010
I had an interesting email exchange the other day. Someone had read many of my … [Read more...]
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