I'm reading a post that provides "7 Phrases That Make You Sound Like An [Sales] … [Read more...]
Category: Transformation
Category: Transformation
"What Type Of ROI Are You Looking For?"
Helping Your Customer "Connect The Dots" Posted on November, 2015
As sales people, we know we have to engage our customers in disruptive … [Read more...]
"Tell Me About Your Business Pain...." Posted on November, 2015
"Tell Me About Your Business Pain....." We all recognize this, or it's variants … [Read more...]
Sales Acceleration, Andy Paul Interviews Dave Brock Posted on October, 2015
I had the pleasure of talking to Andy Paul about Sales Acceleration. … [Read more...]
Stop Helping The Customer Buy! Posted on October, 2015
Surprisingly, I've received more comments, questions, and pushback on my Solving … [Read more...]
Solving The Customer's Problem Posted on October, 2015
Yesterday, I had one of those "Aha" moments. I realized that much of what I've … [Read more...]
What If The Customer Doesn't Know Their Buying Process? Posted on October, 2015
We all know the customer's buying process is more important than our selling … [Read more...]
"We Can't Justify Your Price......" Posted on October, 2015
We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
Are You Aligned With Where Your Customer Is In Their Buying Process? Posted on October, 2015
A friend called me for advice today. He's a great sales person, a big deal … [Read more...]
Provocation Or Obnoxiousness? Posted on September, 2015
The concept of provoking our customers, getting them to think about their … [Read more...]
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