As much as sales people try to sell solutions or sell value, too often they fall … [Read more...]
Category: Performance
Category: Performance
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On LinkedIn And Recommendations Posted on May, 2013
Perhaps, some "guru" has just published something about the importance of … [Read more...]
Doing The Right Thing, Doing Things Right Posted on May, 2013
I believe there is a basic sense of honesty and integrity to the way people … [Read more...]
But Your Price Is Still Too High! Posted on May, 2013
My post, "But Your Price Is Too High" has generated well over 100 comments … [Read more...]
"Can I Give You A Quote?" Posted on April, 2013
Within the space of 45 minutes today, I get two calls from sales people--each … [Read more...]
Good News, We Won! Bad News, We Won! Posted on April, 2013
Over the past few weeks, I've published a number of posts on pricing, value … [Read more...]
Customer Retention, Whose Job Is It Anyway? Posted on April, 2013
I wrote, Customer Retention-Different Approaches, the other day. It stimulated … [Read more...]
Customer Retention, Different Approaches Posted on April, 2013
Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
"How Much Does That Cost?" Posted on April, 2013
A natural question customers always ask is, "How much does that cost?" … [Read more...]
CRM And Oysters Posted on April, 2013
I'm at Gerhard Gschwandtner's and Selling Power's Sales 2.0 Conference in San … [Read more...]
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