Just got off a call with some experienced sales people. We are starting an … [Read more...]
Category: Transformation
Category: Transformation
What Do I Talk To Them About?
Sales Productivity -- What If We Changed The Way We Look At The Problem? Posted on September, 2009
Everyday, I speak with sales executives about the issues of sales productivity, … [Read more...]
It All Starts With The Customer Posted on September, 2009
The other day, I was speaking with my friend, Niall Devitt. He had invited me … [Read more...]
The Evolving Role Of The Sales Professional---The Sales Person As Diagnostician Posted on September, 2009
We all know the role of sales professionals is changing. The sales person used … [Read more...]
The Role Of Partnerships And Strategic Alliances With Customers And Suppliers Posted on August, 2009
FREE PROMOTIONAL OFFER Through September 25, 2009, See The End Of The Post! In … [Read more...]
What If We Can't Find Compelling Value For Our Solutions? Posted on August, 2009
I was reading Rebel Brown's great post: Accentuate The Positive. It focuses on … [Read more...]
Does Your Customer Have A Need To Buy? Posted on August, 2009
An old colleague of mine had a great way of looking at things. He and I would … [Read more...]
What's A Killer Question To Ask A Customer.... Posted on August, 2009
Visit enough social networking sites, LinkedIn questions, and sales forums, and … [Read more...]
Have You Earned The Right To Engage In Consultative Selling? Posted on July, 2009
Twice over the past week, I have been involved in some interesting conversations … [Read more...]
Salespeople, Please Stop Your Pitch Long Enough For My Questions, You Might Close A Deal! Posted on July, 2009
You know this story, I'm sitting at my desk, the phone rings, I answer, and an … [Read more...]
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