We've long known (whether we use it or not) about the "sales process." … [Read more...]
Tag: Sales Process
The Customer Focused Sales Process
On Questions And Questioning Posted on October, 2021
Questions are probably one of the most critical tools for sales people and all … [Read more...]
What Got Us Here Won't Get Us To Where We Need To Be! Posted on October, 2021
The one thing constant in this world is change! Thankfully, if this wasn't a … [Read more...]
Stop Wasting Time Prospecting! Posted on September, 2021
95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
The Wentworth Prospect Posted on September, 2021
I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
The Tedium Of Change Posted on August, 2021
Change is a popular topic. Simultaneously, we celebrate, embrace, resist, and … [Read more...]
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Give Your Sales People What They Need! Posted on August, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement … [Read more...]
Are We Underperforming Our Potential? Posted on July, 2021
It’s the end of the quarter, we’ve hit our numbers. We take a moment to … [Read more...]
Are You Winning Enough? Posted on July, 2021
This may seem very basic, but I’m constantly surprised by how little we address … [Read more...]
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