I must review hundreds to thousands of deals every year. Often, sales people … [Read more...]
Tag: Sales Strategies
What's Next? Do You Really Have A Deal Strategy?
Where's "The Decisionmaker?" Posted on October, 2011
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
Performance Management Friday -- Wallet Share Posted on October, 2011
This week we'll focus on a metric critical to major, global or key account … [Read more...]
Customers Don't Know What They Don't Know Posted on October, 2011
Where do we find new deals? How do we get customers energnized about the deals … [Read more...]
Sales Transformation--Without The Customer Posted on October, 2011
The other day I was reading a very thoughtful piece, from someone I respect. It … [Read more...]
Innovation And Improvement -- Whose Job In Sales Is It? Posted on October, 2011
Before I jump ahead, let me first tackle the basic notions of innovation and … [Read more...]
Performance Management Friday -- Activity Measures Posted on September, 2011
For the past several weeks, I've been focusing on various aspects of the … [Read more...]
Talking About Price! Posted on September, 2011
There have been a number of interesting blog posts and discussions going on … [Read more...]
The Meeting Posted on September, 2011
You've spent all this time trying to get through to the prospect. You've … [Read more...]
Performance Management Friday -- Average Transaction Value Posted on September, 2011
Over the past few weeks, I've focused on various pipeline/funnel metrics that … [Read more...]