Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Tag: Sales Process
Do You (And Your Customer) Have A Real Deal?
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...]
Thinking About Objections Posted on June, 2021
Sales people have always had a bit of a weird mindset on objections. We do … [Read more...]
Rethinking Qualification Posted on June, 2021
Qualification is, perhaps, one of the most important factors to our sales … [Read more...]
The "Secrets" Of Sales Posted on May, 2021
Recently, I was approached to talk about The Secrets Of Sales. When asked, it … [Read more...]
Buyer Personas Are Not The Same, Even For The Same Persona! Posted on May, 2021
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
What's Next? Posted on April, 2021
We spend our day in meetings. We talk to prospects/customers. We meet with … [Read more...]
"They Are Just Cars, The Sales Process Is The Same....." Posted on April, 2021
Imagine talking to a bunch of car sales people. Imagine making the claim, … [Read more...]
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