Every year, I sit through hundreds of deal reviews. They all seem to go the … [Read more...]
Tag: Sales Strategies
What Do We Do Next?
Are We Speaking The Customer's Language? Posted on April, 2012
Recently I was in China in a series of meetings with CEO's of Chinese … [Read more...]
If You Don't Know Where You Are Going, Any Road Will Get You There Posted on April, 2012
A well known saying, "If you don't know where you are going, any road will get … [Read more...]
What's In It For The Person Paying The Bill? Posted on April, 2012
I received a frustrated email from a colleague the other day. He described a … [Read more...]
Taking Shortcuts Posted on April, 2012
We all take shortcuts. We want to find the path of least resistance, we want to … [Read more...]
Interruption Based Selling! Posted on April, 2012
I've been following a discussion on cold calling. The topic of "Interruption … [Read more...]
Sales Performance Management---Effectiveness And Efficiency Posted on April, 2012
As sales professionals and sales leaders, we are constantly focused on achieving … [Read more...]
The Early Bird Gets The Worm--Lessons For Sales Posted on April, 2012
We all know customers are changing the way they buy, driving changes in the way … [Read more...]
Earning The Right To Be A Value Creator Posted on April, 2012
Yesterday, I wrote about Value Creation. One individual raised an interesting … [Read more...]
Win Or Lose, Do It Fast! Posted on March, 2012
The only thing worse than losing is losing after a loooonnnnnnng sales cycle. … [Read more...]
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