No, I've not decided to convert this blog into a lesson on Anatomy, I actually … [Read more...]
Tag: Sales Process
The Hip Bone Is Connected To The Thigh Bone, The Thigh Bone....
Reacting! Posted on August, 2010
Sales people are great at "reacting." The customer puts a hurdle in front of … [Read more...]
More On Sales 2.0---And Your Help! Posted on August, 2010
A week ago, I posted, "I've Succumbed--I'm Talking About Sales 2.0." Last … [Read more...]
How Important Are "Techniques" To Sales? Posted on August, 2010
The other day, I wrote a piece, What Are The 3 Characteristics That Set Great … [Read more...]
Games Sales People Play -- The Challenge Of Activity Metrics Posted on August, 2010
A few weeks, ago, my post on The Most Used - Useless Metric In Sales created an … [Read more...]
I've Succumbed--I'm Talking About Sales 2.0 Posted on August, 2010
I've always hated the term, Sales 2.0. I don't know what it means, to me it's … [Read more...]
It's Not Your Close That Causes You To Win! Posted on August, 2010
We spend a lot of time talking about closing. We focus on doing a great final … [Read more...]
Cleanliness Is Next To Godliness -- Well Almost! Posted on August, 2010
I always appreciate Tibor Shanto's blog posts on cleaning out the pipeline, … [Read more...]
Our Customers Need To Do A Better Job Of Buying! Posted on August, 2010
A few years ago, I was talking to a sales manager. He was expressing some … [Read more...]
Reinforce And Enhance Your Sales Training With Product Training Posted on July, 2010
The other day, my friend Kelley Robertson wrote an outstanding article: Is Your … [Read more...]