At this moment, I’m sitting in the United Club in Concourse C at Chicago … [Read more...]
“Well It Worked, Didn’t It?”
I'm constantly amazed by the misrepresentations, lies, and trickery sales people … [Read more...]
Lean Sales And Marketing — Leaning Our Sales Process
Process is a fundamental part of "Lean." We can't possibly be Lean without … [Read more...]
“Congratulations, You Are Now Part Of Our Strategic Account Program”
Whether we call them strategic accounts, global accounts, key accounts, or … [Read more...]
Finding The Decision Maker
As sales people, we are trained to ruthlessly seek out the decision maker and … [Read more...]
Moving From The Teaching Pitch To A Collaborative Dialog
The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
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