I'm often amazed by the discussions--or absence of discussions on … [Read more...]
Tag: Sales Strategies
Does Your Customer Understand Your Differentiation?
Selling And Order Taking Posted on October, 2013
Selling and Order Taking are sometimes confusing. They overlap in some areas, … [Read more...]
It's Account Planning Season Posted on October, 2013
As we race to year end, trying to make our numbers, we also enter "account … [Read more...]
In Praise Of Templates, Checklists, Complete Sentences, And Writing Things Down! Posted on October, 2013
I can hear the groans already. Thousands of sales people and some managers are … [Read more...]
"I've Never Ever Sold A Computer Or Piece Of Software" Posted on October, 2013
Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]
Just Good Enough--The Minimum Viable Sales/Marketing Strategy Posted on October, 2013
Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's … [Read more...]
Band Aid Management Or Sales Management Operating System? Posted on September, 2013
The job of the sales leader is to maximize the performance of the organization. … [Read more...]
The Danger Of Being Jaded, We've Tried That Before! Posted on September, 2013
I spend most of my time with extremely experienced sales executives and … [Read more...]
"I'm Not Paid To Have Conversations, I'm Paid To Get Orders!" Posted on September, 2013
I write and speak frequently about customer focus, engaging customers in … [Read more...]
"This Conversation Is Really About Me" Posted on September, 2013
The other day, I was speaking to a sales executive. We were talking about … [Read more...]
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