As sales people, we work with customers every day. We see them, we're in their … [Read more...]
Category: Transformation
Putting A "Face" To Our Customers
Buying Has Nothing To Do With The Product We Sell! Posted on December, 2011
We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
What Do We Talk To Them About? Posted on December, 2011
What do we talk to our customers and prospects about? To me, the answer is … [Read more...]
Performance Metric Friday -- Personal Development Posted on December, 2011
As we finish the year and get ready for next year, it's time to look at our … [Read more...]
Let's Put An End To Product Training! Posted on December, 2011
I can already hear the distress from product managers and product marketing … [Read more...]
Buyer's Remorse Posted on December, 2011
Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]
Before We Challenge Our Customers, We Have To First Challenge Ourselves! Posted on December, 2011
I've been writing a lot about the importance of sales people challenging their … [Read more...]
Are We Doing The Right Job In Training Sales? Posted on December, 2011
A colleague, someone who's been at the top of his game in sales training for … [Read more...]
Insight Based Selling --- It's Not Rocket Science Posted on December, 2011
There's a lot of talk about Insight Based Selling. It's a great conversation, … [Read more...]
Sending Your Sales People Out Naked, The Problem With "Challenger Selling" Posted on December, 2011
Over the past month or so, there's been a huge amount of conversation about … [Read more...]
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