One of the biggest mistakes sales people make is overestimating their customers’ … [Read more...]
Tag: Trust
Customers Don't Know How To Buy!
Dear Mr. Customer: I Try Hard To Be A Great Sales Professional...... Posted on May, 2011
Last week, I met with a sales team I’d been coaching on a large opportunity. … [Read more...]
You Need To Know What's Keeping Them Up At Night! Posted on April, 2011
"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
Principles Trump Process! Posted on April, 2011
On Friday, I had the pleasure of speaking with my friend Charlie Green (as well … [Read more...]
Sales Professional 3.0 Posted on March, 2011
Okay, okay, I know the title of this post will shock many of my regular … [Read more...]
Performance Management--Are You Looking The Other Way? Posted on February, 2011
At times, sales managers have to put under performers on the proverbial … [Read more...]
Isn't Social Networking About Connecting With People? Posted on February, 2011
I received an intriguing invitation to “connect” today. Best described, I was … [Read more...]
References And Doing Your Homework Posted on February, 2011
It was a dark and dreary night, suddenly the phone rang......... Actually, it … [Read more...]
Your Customers Know What You Value, Do You? Posted on February, 2011
My friend, Wally Bock, wrote an interesting newsletter last week on Bear … [Read more...]
The Illusion Of Control Posted on February, 2011
Let me confess, I'm a contol freak. It bothers me to think that "being in … [Read more...]
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