As a bit of a preface, I'm a tremendous fan of the artwork of Theodor Geisel, … [Read more...]
Tag: Sales Process
A Plethora Of Data
What's The Most Important Thing? Posted on April, 2022
Everyday, we get pummeled with LinkedIn Surveys asking us "What's the most … [Read more...]
The Questions We Ask, Shape The Answers We Get..... Posted on April, 2022
In sales, we learn that questions are critical to our ability to understand our … [Read more...]
Why Are We Satisfied With Such Poor Win Rates? Posted on April, 2022
We struggle to hit our goals, make our numbers. Every year, we see decreases in … [Read more...]
"As Luck Would Have It....." Posted on April, 2022
I'll start with a golf story. For years, I've tried to play golf. I've gone … [Read more...]
When Is An Interruption Not An Interruption? Posted on April, 2022
I see lots of conversations about "interrupting our customers." There are … [Read more...]
The "Adaptable Selling Process" Posted on March, 2022
I went through my very first sales training class in the late 70's. We were … [Read more...]
Top Performers Do More Of This..... Posted on March, 2022
I love learning what top performers do and what drives high levels of … [Read more...]
Yearning To Be Unemployed!!! Posted on March, 2022
Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. … [Read more...]
Better Results From Each Activity Or More Activities? Posted on March, 2022
Spoiler alert, this is a trick question, but probably not in the sense that you … [Read more...]
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