It seems all professions have their own languages, short hand, and ways of … [Read more...]
Tag: Sales Process
Sales As A Special Case Of Project Management
Sales Training--Sustained Performance Or The Sugar High? Posted on June, 2011
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
How Did You Arrive At This Perception Of Our Solution? Posted on June, 2011
It used to be that sales people were the principal source of information about … [Read more...]
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...]
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