I'm suppose, after all the years I've spent working with "sales people," I … [Read more...]
Tag: Value Proposition
We Need Sellers Who "Sell," Not Take Orders
Prospecting Is Not An Event! Posted on June, 2020
We get so much about prospecting wrong. We reach out to people who are far … [Read more...]
Understanding The Numbers Posted on June, 2020
When we talk about business, we quickly get to talking about the … [Read more...]
Are You Managing The Process Or Is It Managing You? Posted on June, 2020
Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Sales People Need To Pay Their Way! Posted on June, 2020
Over the past several weeks, I've gotten into a number of discussions about the … [Read more...]
Why Change? Posted on June, 2020
The salesperson was getting frustrated. We were doing a deal review. It was a … [Read more...]
Where's The Puck Going? Posted on June, 2020
"I skate to where the puck is going to be..." It's a quote attributed to Wayne … [Read more...]
What Market Narrative Are You Shaping To Help Your Customers? Posted on May, 2020
The pandemic is impacting everyone and everything in profound ways. Few of us … [Read more...]
Acting On Purpose Posted on May, 2020
"Purpose" is a foundational principle for success, yet we pay little attention … [Read more...]
Who Is Your Customer? Posted on May, 2020
Knowing our customers, focusing on defining who they are, what they are trying … [Read more...]
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