Sales specialists or overlay reps are critical in complex B2B sales. The sales … [Read more...]
Tag: Sales Strategies
Sales Specialists And The Account Manager, Why Is There Conflict?
"We Aren't In Kansas Anymore" Going Global Posted on November, 2012
Finding and serving customers around the globe used to be the province of larger … [Read more...]
"Protecting The Family Jewels" And Disruption Posted on November, 2012
"Protecting The Family Jewels" is an implicit or explicit part of too many … [Read more...]
Is Your Sales Strategy Based On Assumptions? Posted on November, 2012
The scene gets played over and over, literally hundreds of times every year. … [Read more...]
But We Gave Them Everything They Wanted!?! Posted on October, 2012
It was a loss review, one of those very difficult discussions after a major--and … [Read more...]
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...]
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