I get involved in helping launch lots of products. Clients are bringing new … [Read more...]
Tag: Sales Strategies
Our Customers Are Missing The Opportunity To ....
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...]
Unsolicited Email, Cold Calling, Prospecting, Nurturing...... Posted on November, 2011
So this is what's happening this morning. I start the morning looking at … [Read more...]
Rising Tides Float All Ships, But What About Falling Tides? Posted on October, 2011
"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
Business Acumen--More Than Price Posted on October, 2011
I talk to lots of people about their value propositions and the business cases … [Read more...]
Performance Management Friday -- % Of Opportunities Advanced Posted on October, 2011
Our goal as sales people is to help our customers move through their buying … [Read more...]
What's Next? Do You Really Have A Deal Strategy? Posted on October, 2011
I must review hundreds to thousands of deals every year. Often, sales people … [Read more...]
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