I was working with a sales team recently. We were talking about “THE PRICING … [Read more...]
Tag: Sales Strategies
You Can’t Win The Price Objection By Talking About Price!
"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...]
Finding The Decision Maker Posted on June, 2012
As sales people, we are trained to ruthlessly seek out the decision maker and … [Read more...]
Focus--What Separates Top Performers From Everyone Else Posted on June, 2012
We're all incredibly busy. Our days get filled with all sorts of … [Read more...]
When The Going Gets Tough Posted on June, 2012
We're about to enter the second half of the year. People are looking at their … [Read more...]
"What We Sell Is Different Than What We Install" Posted on June, 2012
I started my career selling mainframe computers for IBM in the very late 70's. … [Read more...]
Sales Early Warning System---Are You Leveraging It? Posted on June, 2012
The second half of the year has just begun. Recently, I've been getting some … [Read more...]
Lean Sales And Marketing Posted on June, 2012
Over the past several weeks, I have had the good fortune to participate in a … [Read more...]
Everything Counts, The Customer Is Always Evaluating Us Posted on May, 2012
Several days ago, I wrote an article, Duz Speling nd Gramer Matr? It provoked a … [Read more...]
Collaboration--Now More Critical Than Ever Posted on May, 2012
Those of us who sell complex B2B solutions to large companies live in a world … [Read more...]
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