I have to admit, part of the reason I'm writing this post is to ease my … [Read more...]
Questions We Are Afraid To Ask
Often, in talking about deals with sales people, there are things that just … [Read more...]
Sales People Are Not Automatons!
Recently, I was doing pipeline, deal, and territory reviews with several sales … [Read more...]
You Can’t Get What You Want By Focusing On What YOU Want
Bear with me on my word play in the title. I was just doing some deal reviews … [Read more...]
Selling In A “Knowledge Based” Economy
The days of product, even solution based differentiation are long passed. We … [Read more...]
Design Your Customer Experience To Lose The Right Customers!
I received an interesting email. A person had read a post I had written about … [Read more...]
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