As we put together our strategies for the New Year, most of our focus will be on … [Read more...]
Tag: Sales Strategies
It's The New Year For Our Customers, As Well!
Buying Has Nothing To Do With The Product We Sell! Posted on December, 2011
We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
Being Wrong -- It Can Be A Great Starting Point Posted on December, 2011
A number of years ago, I was prospecting. It was a mid-sized company. I had a … [Read more...]
Before We Challenge Our Customers, We Have To First Challenge Ourselves! Posted on December, 2011
I've been writing a lot about the importance of sales people challenging their … [Read more...]
Insight Based Selling --- It's Not Rocket Science Posted on December, 2011
There's a lot of talk about Insight Based Selling. It's a great conversation, … [Read more...]
Our Customers Are Missing The Opportunity To .... Posted on December, 2011
I get involved in helping launch lots of products. Clients are bringing new … [Read more...]
Sending Your Sales People Out Naked, The Problem With "Challenger Selling" Posted on December, 2011
Over the past month or so, there's been a huge amount of conversation about … [Read more...]
"I Don't Need No Stinkin' Sales Process!" Posted on November, 2011
That's what I hear from lot's of sales people---not in the meetings, but when … [Read more...]
Are Your People Selling What They're Supposed To Sell? Posted on November, 2011
Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]
No Virginia, There Is No Santa Claus Posted on November, 2011
Pardon my awkward paraphrasing of the famous "Yes Virginia, There Is A Santa … [Read more...]
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