I talk about the importance of "focusing on your sweet spot," a lot, often … [Read more...]
Tag: Sales Strategies
Focus On Your Sweet Spot!
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...]
"The End Of Solutions Sales" Posted on July, 2012
In the latest issue of the Harvard Business Review, the folks at the Conference … [Read more...]
You Can’t Win The Price Objection By Talking About Price! Posted on June, 2012
I was working with a sales team recently. We were talking about “THE PRICING … [Read more...]
"Congratulations, You Are Now Part Of Our Strategic Account Program" Posted on June, 2012
Whether we call them strategic accounts, global accounts, key accounts, or … [Read more...]
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