Imagine a world of accurate sales forecasts. Imagine prospects relieving sales … [Read more...]
Category: Transformation
Category: Transformation
Buyer Verified Forecasts
How Do You Make Money? Posted on June, 2013
How Do You Make Money? This question, and it's variants, is probably the single … [Read more...]
Hanging Out Where Our Customers Hang Out Posted on June, 2013
I've been writing a several posts about social technologies and social selling … [Read more...]
Buying Is A High Risk Job! Posted on May, 2013
In my post, "Solving Our Problems," Tim Foster reminded me of something the … [Read more...]
Solving Our Problems Posted on May, 2013
I've been having trouble with a sales person. He's someone I've done business … [Read more...]
Questions We're Afraid To Ask Posted on May, 2013
We all have them, Questions We're Afraid To Ask. They're obvious, but we're … [Read more...]
Buyers Are Self Educating, So Should Sellers! Posted on May, 2013
Buying has changed. The traditional role of the sales person in "teaching" the … [Read more...]
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
"We Aren't In Kansas Anymore, Dorothy" Posted on May, 2013
If anyone has doubts about how much professional selling is changing, download … [Read more...]
Are You Creating A Sense Of Urgency With Your Customers? Posted on April, 2013
I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
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