It was a loss review, one of those very difficult discussions after a major--and … [Read more...]
Tag: Sales Strategies
But We Gave Them Everything They Wanted!?!
Making Progress, What Do We Talk About Next? Posted on October, 2012
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
Are False Positives Killing Your Sales? Posted on September, 2012
A False Positive is a term used in medicine. Imagine some sort of test that … [Read more...]
Focus On Your Sweet Spot! Posted on September, 2012
I talk about the importance of "focusing on your sweet spot," a lot, often … [Read more...]
An Output Of The Sales Process Should Be Profitable Customers Posted on September, 2012
Most of the time we look at our sales process and think of it as producing … [Read more...]
"I Don't Know What You Do, But I Know What You Need To Do!" Posted on August, 2012
We know we have to challenge our customers to think differently, that we have to … [Read more...]
Stop Letting Your Competitor Define Your Sales Strategy! Posted on August, 2012
Recently, I was doing some reviews with a sales team. We were talking about … [Read more...]
Newton's Third Law, Every Action Creates An Equal And Opposite Reaction Posted on August, 2012
Many of you might be surprised, but I was actually trained as a physicist. One … [Read more...]
Why Questions Are A Sales Person's Best Tool--It's Not Because Of The Answers Posted on August, 2012
Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader's Best … [Read more...]
Sales Road Kill Posted on August, 2012
The other day, responding to a great comment on one of my posts, I referred to … [Read more...]
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