"Hacking" is a hot word. We read constantly of hacking--both in good and bad … [Read more...]
Tag: Sales Strategies
Hacking Sales
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...]
The New World Of Co-Opetition Posted on May, 2019
The relationships we establish, in business, are very complex and constantly … [Read more...]
"Customer Propensity To Buy" Posted on May, 2019
For those people deep into analytics and understanding (usually) consumer buying … [Read more...]
Do We Know How To Do "Needs Discovery/Analysis?" Posted on May, 2019
My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
How Interested In Your Customer Are You? Posted on May, 2019
It was one of those big opportunities. It would make or break the following … [Read more...]
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
What's Next? What's Your Deal Strategy? Posted on April, 2019
In any given year, I may be involved in doing 100's of deal or opportunity … [Read more...]
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