I started my career selling mainframe computers for IBM in the very late 70's. … [Read more...]
Tag: Sales Strategies
"What We Sell Is Different Than What We Install"
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...]
Creating Crap At The Speed Of Light Posted on May, 2012
There are a huge number of tools available to help sales professionals be more … [Read more...]
What Do We Do Next? Posted on May, 2012
Every year, I sit through hundreds of deal reviews. They all seem to go the … [Read more...]
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...]
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