Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
Tag: Value Proposition
No Sales Model Is Forever, What To Do When What Worked Isn't Working
Why Would They Ever Choose To Do Business With You? Posted on May, 2011
Not many months ago, I was involved in a very complex sales situation with a … [Read more...]
SPAM Works! Posted on May, 2011
I've been getting some interesting responses from my post, When Will Sales … [Read more...]
Being Helpful To Customers Must Be For Profit! Posted on May, 2011
I write a lot about being customer focused, about helping customer identify new … [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...]
Are You Playing For Table Stakes, Or Are You Differentiated? Posted on April, 2011
It used to be great products that set us apart—more features, functions, bells … [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...]
Price Is NEVER The Only Decision Criteria! Posted on April, 2011
I have to admit being a little frustrated. Over the past two weeks, I must have … [Read more...]
We Have To Invest In Revenue Generation Posted on April, 2011
A key goal of most businesses (profit and not for profit) is revenue … [Read more...]
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