Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]
It's Not The Commitments We Make, It's Those That We Keep
"I Don't Know What You Do, But I Know What You Need To Do!" Posted on August, 2012
We know we have to challenge our customers to think differently, that we have to … [Read more...]
Consultative Selling--We See Great Examples Everywhere Posted on July, 2012
As people, particularly we consultants, are prone to do, we make things more … [Read more...]
One Size Does Not Fit All Posted on July, 2012
I wrote about "The End Of Solution Selling" the other day. There's a rich … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
"Well It Worked, Didn't It?" Posted on June, 2012
I'm constantly amazed by the misrepresentations, lies, and trickery sales people … [Read more...]
Everything Counts, The Customer Is Always Evaluating Us Posted on May, 2012
Several days ago, I wrote an article, Duz Speling nd Gramer Matr? It provoked a … [Read more...]
Insight And Value Creation Posted on May, 2012
In the new world of B2B selling, sales people need to bring insights to their … [Read more...]
Creating Crap At The Speed Of Light Posted on May, 2012
There are a huge number of tools available to help sales professionals be more … [Read more...]
"Can We Collaborate?" Posted on April, 2012
To be fair to my readers, this is a rant, if you aren't prepared for my whining, … [Read more...]
- « Previous Page
- 1
- …
- 37
- 38
- 39
- 40
- 41
- …
- 50
- Next Page »