I don't know how many conversations I get into on "objections." Less … [Read more...]
Tag: Sales Strategies
In Search Of Objections
You Have Solutions, But Do I Have The Problem? Posted on February, 2024
I had a fascinating conversation with an outstanding sales person today. We … [Read more...]
The Way Things Are, The Way Things Might Be (Seduced By The Sounds Of Our Own Voices) Posted on February, 2024
Every day I think we have reached bottom with the level of stupid advice I see … [Read more...]
The Problem With Algorithms Posted on January, 2024
Our lives seem dominated by algorithms. Sign onto Amazon or any other shopping … [Read more...]
The Problem With "Account Planning" Posted on January, 2024
Somehow, the New Year is "Account Planning Season." Possibly, last quarter, you … [Read more...]
We Are Efficient, But Are We Effective? Posted on December, 2023
Time is a problem. We never have enough. And regardless what we do, we never … [Read more...]
"Information, Information Everywhere, But Not A Bit To ........." Posted on December, 2023
The Rime of the Ancient Mariner has a famous line, "Water, water everywhere, but … [Read more...]
"My Team Would Love To Learn More About Your Company....." Posted on November, 2023
The first sentence of the LinkedIn message was not dissimilar to the majority of … [Read more...]
One Size Doesn't Fit All! Posted on October, 2023
Everywhere, we see insights and advice. Some well intended and sometimes … [Read more...]
"When All You Have Is A Hammer......" Posted on October, 2023
I've been reading about comp plans for sellers. They are a huge challenge. A … [Read more...]
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