December is always ripe for prognostication and advice for success in the New … [Read more...]
Tag: Value Proposition
Keys To Success In The New Year!
Role Clarity Posted on December, 2019
Over the past few years, I've noticed a disturbing trend on role clarity. By … [Read more...]
"The Art Of The Bluff" Posted on November, 2019
I was stunned and appalled to read an article sponsored by a major sales … [Read more...]
"Even Though I Hate Talking About Price......" Posted on November, 2019
Someone has been prospecting me, trying to provoke me to respond and take a … [Read more...]
Expecting Our People To Think For Themselves Posted on November, 2019
I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
Sales Is All About Relationships Posted on October, 2019
Sales IS about relationships. This truism is often parroted, but too often, has … [Read more...]
Great Selling Is Not Something We Do To Customers Posted on October, 2019
As usual, I got embroiled in a LinkedIn conversation on selling. What sucked me … [Read more...]
When Is An Interruption Not An Interruption? Posted on October, 2019
Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
We Don't Lose Because Of What We Sell! Posted on October, 2019
Sit down with most sales people doing a loss review. The majority of the … [Read more...]
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