All the talk in B2C and B2B these days is "omnichannel." The B2C world has … [Read more...]
Tag: Sales Strategies
What Does It Mean To Be A Channel In An Omnichannel World?
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Providing Clarity Posted on June, 2015
Regardless of our role--customer, sales person, sales manager, executive, we … [Read more...]
Did You Write The RFP? Posted on June, 2015
I was asked to participate in a deal review. It was one of those "mega" deals, … [Read more...]
Live By Your Products, Die By Your Products! Posted on May, 2015
We're in love with our products. At the drop of a hat, we will wax on endlessly … [Read more...]
The Killer Closing Technique Posted on May, 2015
Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
You Can't Have Pipeline Integrity Without Deal Integrity..... Posted on May, 2015
Actually, the title of this post should be: You Can't Have Pipeline Integrity … [Read more...]
"Nothing Happens Until A Customer Decides To Change" Posted on May, 2015
There's the old saying, "Nothing happens in an organization until a sale is … [Read more...]
How Well Do You Know Your Customer? Posted on May, 2015
My friend, Tim Ohai, has a brilliant bet he makes with sales people. He puts a … [Read more...]
Skilled Adaptation Or Clueless Reactions? Posted on April, 2015
To the casual observer, the fluidity with which a top performer adapts to a … [Read more...]
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