Several days ago, I wrote an article, Duz Speling nd Gramer Matr? It provoked a … [Read more...]
Tag: Trust
Everything Counts, The Customer Is Always Evaluating Us
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...]
Earning The Right To Be A Value Creator Posted on April, 2012
Yesterday, I wrote about Value Creation. One individual raised an interesting … [Read more...]
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...]
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