Words are important in sales! We're always looking for the right word--the one … [Read more...]
Shortcuts
It seems to be human nature to take shortcuts. We want results immediately, we … [Read more...]
On Being Customer Centric
Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
Sales Goals Or Sales Process, Which Is Most Important?
Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales … [Read more...]
You Lose Because Of What You Don’t Do
Over the past few days, I've been participating in a loss review with one of my … [Read more...]
Are You Playing At The Top Of Your Game?
I know, I know, we use way too many sports metaphors to talk about selling. But … [Read more...]
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