I was reviewing a sales situation with a client. He knew exactly what he needed … [Read more...]
Category: Transformation
Category: Transformation
Selling Is The Easy Part, It's The Buying That's Difficult
How Do All The Pieces Fit Together? Posted on August, 2011
Over the past couple of weeks, I've had a number of conversations with very … [Read more...]
On Collaboration And Partnering Posted on July, 2011
More than ever before, collaboration and partnering are critical to business … [Read more...]
Competition Got You Down? Posted on July, 2011
Understanding our competition is critical to our success as sales people. Too … [Read more...]
Who Is Your Customer? Posted on June, 2011
On the surface, this may seem an obvious question. It's been one that has been … [Read more...]
Sales As A Special Case Of Project Management Posted on June, 2011
It seems all professions have their own languages, short hand, and ways of … [Read more...]
Sales Training--Sustained Performance Or The Sugar High? Posted on June, 2011
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
How Did You Arrive At This Perception Of Our Solution? Posted on June, 2011
It used to be that sales people were the principal source of information about … [Read more...]
Sales Intelligence--It's About Connecting The Dots Posted on June, 2011
OK, before I start, let's get all the comments about Sales Intelligence being an … [Read more...]
Your Value Proposition Is No Longer Sufficient Posted on May, 2011
Too many sales and marketing people struggle with value propositions. For … [Read more...]
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