OK, before I start, let's get all the comments about Sales Intelligence being an … [Read more...]
Tag: Strategy
Sales Intelligence--It's About Connecting The Dots
No Sales Model Is Forever, What To Do When What Worked Isn't Working Posted on May, 2011
Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
Customers Don't Know How To Buy! Posted on May, 2011
One of the biggest mistakes sales people make is overestimating their customers’ … [Read more...]
Buyer Persona's -- A Great Starting Point For Sales! Posted on May, 2011
I'm a tremendous fan of Buyer Personas*. Anyone who isn't leveraging this … [Read more...]
Price Is NEVER The Only Decision Criteria! Posted on April, 2011
I have to admit being a little frustrated. Over the past two weeks, I must have … [Read more...]
Understanding Our Customers' Decisionmaking Processes Posted on April, 2011
Understanding how our customer will make a buying decision is critical to our … [Read more...]
We Have To Invest In Revenue Generation Posted on April, 2011
A key goal of most businesses (profit and not for profit) is revenue … [Read more...]
Can You Afford Not To Invest In Sales? Posted on April, 2011
I talk to a lot of entrepreneurs and owners of small businesses. A topic that … [Read more...]
Sales Information Is Not Sales Intelligence Posted on March, 2011
I'm a tremendous fan of many of the Sales 2.0 tools. I think any high … [Read more...]
Is The Profession Of Sales At An Inflection Point? Posted on March, 2011
"An Inflection Point is a point on a curve at which the sign of the curvature … [Read more...]
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