Over the past couple of weeks I've had a lot of conversations about sales … [Read more...]
Category: Performance
Category: Performance
Goal Attainment Is More Than Making The Number!
"Sorry For Reaching Out Randomly...." Posted on October, 2021
I'm quickly going through my email. I opened an email that I knew would be a … [Read more...]
Who's Coaching Our Customers? Posted on September, 2021
Everyone needs coaching. I've spent a lot of time in this blog talking about … [Read more...]
Are You Important To Your Customer? Posted on September, 2021
I have to admit, and apologize to a few folks, I lost it in a meeting … [Read more...]
Stop Wasting Time Prospecting! Posted on September, 2021
95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
Are We Having The Right Conversations? Posted on September, 2021
I was talking to a great sales person the other day. We've been talking for … [Read more...]
"But We're Making Our Number....." Posted on September, 2021
Recently, I had an interesting conversation with an executive. It was a large … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
On Qualifying! Posted on August, 2021
Qualifying our prospects/customers is critical for sales people. We want to … [Read more...]
Buzzword Bingo Posted on August, 2021
Every once in a while, some colleagues and I play a game of Buzzword Bingo. We … [Read more...]
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