Sometimes I talk to frustrated sales people, "All you say is we've got to give … [Read more...]
Tag: Sales Strategies
Shifting Our Perspectives
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...]
How Will The Customer Pay For It? Posted on July, 2013
I've written before about how many opportunities we inappropriately disqualify … [Read more...]
Turning Your Value Prop Upside Down Posted on July, 2013
We're all proud of our value propositions! We feature them in our web sites, … [Read more...]
Insight,Co-Creation, And Value Posted on July, 2013
I wanted to expand on my post, Insight And Co-Creation, and much of my writing … [Read more...]
Insight And Co-Creation Posted on July, 2013
Yesterday, I was talking to one of the smartest sales executives I've ever met. … [Read more...]
What Do The Numbers Mean? Posted on July, 2013
Sales professionals are very "numbers" focused. Where are we on quota … [Read more...]
Separating The Challenger Sales Person From Insight Delivery Posted on July, 2013
Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
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