Answers are what we, as sales people, are about---we look for answers from our … [Read more...]
Tag: Sales Strategies
Searching For Answers
"Procurement Needs To Bring More To The Table Than Discounts" Posted on August, 2013
I can hear the cheers already, every sales professional reading this will … [Read more...]
Is Added Value Really Value Add? Posted on August, 2013
Added Value has always been an important idea in at least my sales career. It … [Read more...]
Do You Really Know Your Sweet Spot? Posted on August, 2013
Maximizing sales success, market penetration, and growth requires knowing your … [Read more...]
Insight Is Not The End, It's The Beginning Posted on August, 2013
There has been so much good discussion on Insight over the past few years. … [Read more...]
What Do Reductionism And Machine Design Have To Do With Selling And Buying? Posted on August, 2013
It's probably hard to conceive of a sales guy, like me, using a multi-syllabic … [Read more...]
Shifting Our Perspectives Posted on August, 2013
Sometimes I talk to frustrated sales people, "All you say is we've got to give … [Read more...]
The Helpful Sales Person Posted on July, 2013
We want to establish relationships with our customers. We want to be helpful. … [Read more...]
Creating Discomfort Posted on July, 2013
My friend, Tim Ohai, wrote a brilliant guest post today: Cooperation Is For … [Read more...]
Building A Better "Social Business" Posted on July, 2013
Recently, I had the privilege of speaking with Ed Abrams, Vice President of … [Read more...]
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