Not long ago, I read an exchange about how we should talk to our customers about … [Read more...]
Tag: Sales Strategies
Talking About Our Competitors
Doing The Whole Job Posted on August, 2020
Our jobs, as sales people and managers, are complex and multifaceted. To … [Read more...]
Selling The Way You Buy Posted on August, 2020
Today, I had a great text conversation with an outstanding sales manager. The … [Read more...]
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
Are You Engaging The Real Customers? Posted on July, 2020
I was doing a series of deal reviews--not unlike most of the deal reviews I do. … [Read more...]
The Problem With Account Planning Posted on July, 2020
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
"We Need To Discount....." Posted on July, 2020
It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
Achieving Our Goals Through Our Customers Posted on July, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our … [Read more...]
"Figuring Things Out," Part Of Our Job Posted on July, 2020
It started with a pipeline review. The pipeline was anemic, despite having … [Read more...]
Your Competition Isn't Who You Think It Is Posted on July, 2020
I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
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