Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
Tag: Sales Strategies
Losing The Negotiation Before It Starts!
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...]
"How Much Do You Want To Spend?" Posted on March, 2014
"How much do you want to spend?" "What's your budget?" These and other … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
Stop Giving Customers Choices! Posted on March, 2014
Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
- « Previous Page
- 1
- …
- 72
- 73
- 74
- 75
- 76
- …
- 94
- Next Page »