Recently I wrote, How Do They Make Money. It focused on understanding how our … [Read more...]
Tag: Sales Strategies
How Do They Make Money, Part 2
How Do They Make Money? Posted on February, 2014
No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]
We've Trained Our Customers Too Well! Posted on February, 2014
I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]
Automation And Customer Intimacy Posted on February, 2014
Some years ago, there was a lot of discussion about Customer Intimacy-----no, … [Read more...]
"I Need To Hire A Rainmaker!" Posted on February, 2014
A client called me up stating, "I need to hire a rainmaker." He is the CEO of a … [Read more...]
80% Of Our Revenue Comes From....... Posted on January, 2014
Data is powerful. We're all enamored with analytics and what they can tell us … [Read more...]
In Defense Of Transactional Buying Posted on January, 2014
It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
What's Your Customer Ready To Do? Posted on January, 2014
I read an interesting post last week. It focused on the importance for sales … [Read more...]
Please Do Your Homework Before Contacting Me! Posted on January, 2014
As sales professionals looking for new business, it's critical that we … [Read more...]
What's The Deal? Posted on January, 2014
The other day I had one of those Abbot and Costello "Who's On First" moments. I … [Read more...]
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