Recently, I've been reviewing a lot of closing presentations. It's been for a … [Read more...]
Category: Performance
Category: Performance
Is Your Closing Presentation Meaningful To Your Customer?
Win Or Lose, Do It Fast! Posted on March, 2012
The only thing worse than losing is losing after a loooonnnnnnng sales cycle. … [Read more...]
Customer Retention, A Rant Posted on March, 2012
Business is tough everywhere. As sales professionals, we struggle to find … [Read more...]
"Pissing On The Ashes" Posted on March, 2012
My post yesterday stirred some discussion, Stop Spending So Much Time Coaching … [Read more...]
Stop Spending So Much Time Coaching The Bottom Of The Funnel Posted on March, 2012
It's approaching the end of the month and quarter. Everywhere I turn, people … [Read more...]
No Room For Farmers! Posted on March, 2012
Sales people are often described as Hunters or Farmers. Hunters have been … [Read more...]
Coaching--It's Not About Giving The "Answer" Posted on March, 2012
Coaching is critical to improving performance--regardless the role we are in. … [Read more...]
With No Road Map Or GPS, We Lose Our Way Posted on March, 2012
Imagine you are in a new city. You've just landed at the airport, you have just … [Read more...]
Sales, Marketing, Big Data, and Stories Posted on March, 2012
Many pundits, including me, believe predictive analytics and big data are … [Read more...]
Curiosity -- A Critical Trait Of Great Sales People Posted on February, 2012
A trait I don't hear much about, but one that I think is critical for sales … [Read more...]
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