Not long ago, I was in a conversation with the CEO of a professional services … [Read more...]
Tag: Value Proposition
What Would You Do If You Were In Your Customer's Shoes?
Follow The Money! Posted on September, 2010
Every sales person knows about following the money--at least from the point of … [Read more...]
More On Sales 2.0---And Your Help! Posted on August, 2010
A week ago, I posted, "I've Succumbed--I'm Talking About Sales 2.0." Last … [Read more...]
Does "Being Yourself" Count As A Sales Technique? Posted on August, 2010
I few days ago, I started a discussion with "What Are The 3 Characteristics That … [Read more...]
How Important Are "Techniques" To Sales? Posted on August, 2010
The other day, I wrote a piece, What Are The 3 Characteristics That Set Great … [Read more...]
Professional Salesperson --- Business Professional? Posted on August, 2010
The other day, I wrote an article, Appointments With Sales People Fall Short Of … [Read more...]
Our Customers Need To Do A Better Job Of Buying! Posted on August, 2010
A few years ago, I was talking to a sales manager. He was expressing some … [Read more...]
We Have To Call At The Top! Posted on August, 2010
Conventional sales "wisdom" encourages us to "call at the top." Sales people … [Read more...]
"How Can I Help You --- But First Let Me Tell You About Me" Posted on July, 2010
My friend, Ardath Albee, and I were commiserating the other day. We see so many … [Read more...]
Leaping To Solutions! Are We Solving The Right Problem? Posted on July, 2010
Sales people are trained to be problem solvers -- we ask questions, probe -- … [Read more...]
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