Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Tag: Sales Strategies
The Challenger Customer
Customer "Decision-Making Readiness" As A Qualifier Posted on September, 2015
We've all read the data about increases in "No Decision Made." In the new, The … [Read more...]
Who Should We Be Talking To? Posted on September, 2015
Hopefully, there is an enterprising entrepreneur who will read this post and do … [Read more...]
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [Read more...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
It's Not About You! Posted on August, 2015
I'd spent a long day doing deal reviews and a few critical call planning … [Read more...]
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
The "Competitor" Question Posted on August, 2015
It happened again this morning. I was doing a review with a sales person. It … [Read more...]
Looking In The Mirror Posted on July, 2015
As sales and marketing professionals, we are supposed to help our customers … [Read more...]
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