At a kickoff meeting earlier this week, I was having a disturbing conversation … [Read more...]
Tag: Sales Strategies
Never Respond To An RFP That You Didn't Write!
Stop Focusing On SAL's! Posted on February, 2019
SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are … [Read more...]
Sales People/Manager Churn Is Unacceptable! Posted on February, 2019
Over the past several weeks, I've been involved in a number of conversations … [Read more...]
What's The Most Pressing Part Of The Sales Process Today? Posted on January, 2019
Recently, I was having a conversation with a good friend and colleague. He … [Read more...]
Doing What We've Always Done, When Everything Else Has Changed Posted on January, 2019
I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Transactional Versus Complex Selling Posted on January, 2019
We glibly toss around phrases like "We have a transactional selling process," … [Read more...]
Just Because We're In Your ICP Doesn't Mean I Have A Need To Buy! Posted on January, 2019
I wrote about how badly too many sales people conduct discovery with their … [Read more...]
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
There Are No Secrets In Selling! Posted on January, 2019
I am flattered that Brandon Bornancin wants to interview me for his upcoming … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
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