I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]
Category: Transformation
Category: Transformation
Messaging Or Engaging, Where Is The Conversation?
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
Making Progress, What Do We Talk About Next? Posted on October, 2012
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
Building Your Sweet Spot Posted on September, 2012
In my post, Focus On Your Sweet Spot, I spoke of the importance of developing a … [Read more...]
Are You Building Coalitions With Your Customers? Posted on August, 2012
As sales professionals, we're supposed to be great at building relationships … [Read more...]
Change, When Will We Put It Behind Us!?!@#!? Posted on August, 2012
About a week ago, I participated in a conversation with a group of frustrated … [Read more...]
Getting Close To The Customer, It's About Mobility Posted on August, 2012
One of the key goals of customer centric organizations is "Getting Close To The … [Read more...]
- « Previous Page
- 1
- …
- 90
- 91
- 92
- 93
- 94
- …
- 114
- Next Page »