Several days ago, I wrote a post, The Most Used --- Useless Metric In Sales. … [Read more...]
Tag: Sales Process
The Sales Forecast, An "Informed Guess"
The Most Used - Useless Metric In Sales! Posted on July, 2010
For years I've been amazed by the number of very smart sales people and leaders … [Read more...]
Shortcuts Posted on July, 2010
It seems to be human nature to take shortcuts. We want results immediately, we … [Read more...]
Sales Goals Or Sales Process, Which Is Most Important? Posted on July, 2010
Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales … [Read more...]
You Lose Because Of What You Don't Do Posted on July, 2010
Over the past few days, I've been participating in a loss review with one of my … [Read more...]
Are You Committed To Upsetting The Status Quo? Posted on June, 2010
Sales is about change--if we are successful with our customers, we get them to … [Read more...]
Being "Tactegic" Posted on May, 2010
Earlier this week, I participated in a series of reviews with a sales team. … [Read more...]
Even The Best Of Us Can't Resist The Urge To Pitch! Posted on May, 2010
Recently, I participated in a "discussion," with a group of people I deeply … [Read more...]
Execution Is The Hard Part! Posted on April, 2010
The phone rings, it's a concerned executive. After pleasantries, we get down to … [Read more...]
Coaching The Sales Process Posted on March, 2010
I'm getting all kinds of messages and emails. I must be wearing people down … [Read more...]