Top performers--whether they are individual contributors, managers, or … [Read more...]
Putting A “Face” To Our Customers
As sales people, we work with customers every day. We see them, we're in their … [Read more...]
Performance Management Friday — Quota
I've been writing this series of posts on metrics, and how sales people and … [Read more...]
Buying Has Nothing To Do With The Product We Sell!
We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
Losing
I'm writing this with some trepidation, I worry that my message will be … [Read more...]
What Do We Talk To Them About?
What do we talk to our customers and prospects about? To me, the answer is … [Read more...]
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