There is a fascinating conversation on the topic of "Should sales and marketing … [Read more...]
Tag: Trust
Sales/Marketing SLA's - Are They Really A Sword Of Damocles?
Your Value Proposition Is No Longer Sufficient Posted on May, 2011
Too many sales and marketing people struggle with value propositions. For … [Read more...]
The Commoditization Of Referrals Posted on May, 2011
Referral's are important to sales. We want people who know us to introduce us … [Read more...]
SPAM Works! Posted on May, 2011
I've been getting some interesting responses from my post, When Will Sales … [Read more...]
When Will Sales People Stop This Insanely Stupid Behavior? Posted on May, 2011
Why do executives, marketers, and sales people continue this insane behavior?! … [Read more...]
Sitting On The Customer's Side Of The Desk Posted on May, 2011
Not long ago a sales person called be with an idea that I thought was … [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...]
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...]
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