You've spent all this time trying to get through to the prospect. You've … [Read more...]
Tag: Sales Strategies
The Meeting
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...]
Strategic Thinking, Getting The Big Picture Posted on August, 2011
I've been participating in an interesting conversation at Focus.com--- "What are … [Read more...]
Performance Metric Friday - Compressing Your Sales Cycle Posted on August, 2011
Last week, I wrote about Pipeline Flow and Velocity. A good measure of the flow … [Read more...]
Patterns --- Are We Recognizing Those That Help Us? Posted on August, 2011
Our lives are dominated by patterns--some of them are habits. Patterns are the … [Read more...]
How Well Do You Understand Your Customer's Business? Posted on August, 2011
We know our products, our competition, our companies well. But this isn't what … [Read more...]
Independent Sales Reps -- A Powerful Channel Posted on August, 2011
I've been involved in a number of discussions about independent sales reps … [Read more...]
How Do All The Pieces Fit Together? Posted on August, 2011
Over the past couple of weeks, I've had a number of conversations with very … [Read more...]
Either....Or..... Posted on July, 2011
Management is about making choices and setting priorities. We have to choose to … [Read more...]
What Would Your Customer Say? Posted on July, 2011
A major part of what I do for a living is to help individuals and organizations … [Read more...]