Yesterday, I wrote about Value Creation. One individual raised an interesting … [Read more...]
Tag: Trust
Earning The Right To Be A Value Creator
Who Are The "Sales Influencers" In Your Company? Posted on March, 2012
Lori Richardson posed a very challenging question at Focus.com: "What is your … [Read more...]
Is Your Closing Presentation Meaningful To Your Customer? Posted on March, 2012
Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
The Key To Differentiation Posted on March, 2012
Differentiation is critical to sales. It sets us apart, enabling our customers … [Read more...]
Sometimes The Customer Just Needs To Decide! Posted on February, 2012
I was reviewing a sales situation with a client earlier today. The sales person … [Read more...]
Selling Process Or Buying Process? Posted on February, 2012
My post yesterday, The Secret To Sales Success, stirred up a twitter discussion … [Read more...]
You Have To Care To Differentiate Your Value Posted on February, 2012
The rise of "Big Data," rich analytics and other capabilities enables sales and … [Read more...]
Coaching Is Tough Enough, Why Do We Make It More Complicated That It Need Be? Posted on February, 2012
I've been reading a lot of different stuff about coaching recently. It's good … [Read more...]
Putting A "Face" To Our Customers Posted on December, 2011
As sales people, we work with customers every day. We see them, we're in their … [Read more...]
Buyer's Remorse Posted on December, 2011
Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]
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