Sales people are obsessed with products. We know every feature, function, feed, … [Read more...]
Tag: Sales Strategies
You Won't Win With The Best Product!
Before We Can "Teach" Our Customers, We Have To First Learn From Them Posted on July, 2014
Teaching our customers is a cornerstone of Challenger, Insight Selling, and just … [Read more...]
Confusion About Metrics Posted on July, 2014
I recently read an article from someone I respect, "Revenue Is Not A Metric." … [Read more...]
Closing The Gap--Achieving Our Goals! Posted on July, 2014
We're well into the second half now. The first half is behind us, many are … [Read more...]
"Target Close Date" Must Be Kept Sacred! Posted on July, 2014
The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
The Trial Posted on July, 2014
For the salacious readers, no this isn't a post gossiping on the courtroom … [Read more...]
The Questions We Are Afraid To Ask Posted on July, 2014
I wrote, If You Were In Your Customer's Shoes, What Would You Do? Gary Hart … [Read more...]
If You Were In Your Customer's Shoes, What Would You Do? Posted on July, 2014
Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Your Competitor May Be An App! Posted on June, 2014
As consumers, everyday we see apps, great on-line stores and other technology … [Read more...]
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