My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
Tag: Sales Strategies
Do We Know How To Do "Needs Discovery/Analysis?"
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...]
Sales Results: Principles Versus Techniques/Tactics Posted on April, 2019
How do we create sustained results as sales professionals? After all, our jobs … [Read more...]
Changing The Questions, Manager's Version Posted on March, 2019
I wrote, Changing The Questions, discussing how our questioning strategies tend … [Read more...]
What Are The Consequences Of Doing Nothing? Posted on March, 2019
What are the consequences of doing nothing/not changing? The answer to this … [Read more...]
Start With The End In Mind, The Tyranny Of More, Part 2 Posted on March, 2019
I wrote, "Tilting The Numbers In Our Favor, The Tyranny Of More." In that, I … [Read more...]
Tilting The Numbers In Your Favor, The Tyranny Of "More" Posted on March, 2019
I have tremendous empathy for sales people and what they face as they struggle … [Read more...]
Selling IS A Service Posted on March, 2019
It seems the world is migrating to an "As A Service" model. Everyday one hears … [Read more...]
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