The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
Tag: Value Proposition
"Target Close Date" Must Be Kept Sacred!
If You Were In Your Customer's Shoes, What Would You Do? Posted on July, 2014
Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
SBWA -- Selling By Walking Around Posted on June, 2014
Tom Peters and Robert Waterman introduced the world to the acronym, … [Read more...]
Your Competitor May Be An App! Posted on June, 2014
As consumers, everyday we see apps, great on-line stores and other technology … [Read more...]
Always Be Closing! Posted on June, 2014
Recently, a number of people have asked me my thoughts on closing skills. I … [Read more...]
Insight, The Convergence Of Strategies Posted on June, 2014
Insight has become the buzzword for engaging today's buyers. We are supposed to … [Read more...]
Principles Of Sales, Part 2 --- Value Is Exchanged Posted on May, 2014
I wrote the Not So New Principles of Sales, where I identified the second not so … [Read more...]
Buying Happens In The Absence Of Selling Posted on May, 2014
In my post, Principles Of Sales, Part 1, Interactions Between People, Brian … [Read more...]
Principles Of Sales, Part 1---Interactions Between People Posted on May, 2014
I wrote The Not So New Principles Of Sales, identifying some of the underlying … [Read more...]
"....And This Is What It Means To You" Posted on May, 2014
Insight is all the rage. We've rediscovered the concept of teaching our … [Read more...]
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