Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Tag: Sales Strategies
Our Customers Are Voting With Their Time
Underperforming Our Potential Posted on July, 2019
At the outset, I'll apologize. This post is likely to rub some executives the … [Read more...]
Our Plunging Sales Discourse Posted on July, 2019
Preface: Sometimes holiday weekends give me the chance to sit back, reflect, … [Read more...]
"What's Next?" The Need For Specificity Posted on June, 2019
I spend a lot of time in reviews of all sorts. They could be deal/opportunity … [Read more...]
Challenging Our Customers' Status Quo Posted on June, 2019
We all know to acquire a new customer, we need to incite them to change, to get … [Read more...]
I Hate Prospecting! Posted on June, 2019
I know how unfashionable it is to say this, but I hate prospecting. We're … [Read more...]
Hacking Sales Posted on June, 2019
"Hacking" is a hot word. We read constantly of hacking--both in good and bad … [Read more...]
Replacing The Sales Funnel With The Sales Flywheel Posted on June, 2019
Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With … [Read more...]
Great Selling Is Like Great Music Posted on May, 2019
Over the weekend, my wife and I had the opportunity to go to a couple of … [Read more...]
Are Your Sales People "Organizationally Nimble?" Posted on May, 2019
When we talk about critical skills and competencies of great B2B sales people, … [Read more...]
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