Top performing executives, business development, and sales professionals have an … [Read more...]
Tag: Sales Strategies
Insight, Triggers, And Connecting The Dots
How About Trying What Works? Posted on April, 2014
I have to confess to being a little lazy. Let me explain, I work very hard, I … [Read more...]
Working Hard Posted on April, 2014
I meet thousands of sales people a year. Most of them really care about the job … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
Inside Sales Is Only Great For Transactional Commoditized Products! Posted on April, 2014
Not long ago, I was meeting with the top management team of large organization. … [Read more...]
What Are You Helping Your Customers Discover? Posted on April, 2014
As he consistently does, Seth Godin has captured the crux of Insight based … [Read more...]
"Only The Paranoid Survive" Posted on April, 2014
"Only The Paranoid Survive" was written years ago by Andy Grove, then Chairman … [Read more...]
"Everyone Has A Plan Until They Get Punched In The Face" Posted on March, 2014
I love this quote from Mike Tyson. Most sales people I speak with claim they … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Rethinking Qualification, Has The Customer Qualified Themself? Posted on March, 2014
The other day, I wrote an article about, "How Much Do You Want To Spend?" The … [Read more...]
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