I've written before about how many opportunities we inappropriately disqualify … [Read more...]
Tag: Sales Strategies
How Will The Customer Pay For It?
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...]
If The Customer Doesn't Want To Buy, Discounts Won't Help Posted on July, 2013
We've been working with a customer, diligently talking about their problems and … [Read more...]
Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth Posted on June, 2013
So much of the writing about lean focuses on waste reduction. That's great … [Read more...]
Selling Processes And Rube Goldberg Posted on June, 2013
Rube Goldberg was a Pulitzer Prize winning cartoonist, sculptor, and author. He … [Read more...]
Buyer Verified Forecasts Posted on June, 2013
Imagine a world of accurate sales forecasts. Imagine prospects relieving sales … [Read more...]
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