I guess as a blogger, twitter user, and sometime pundit, it's natural to get … [Read more...]
Category: Performance
Category: Performance
Buyer Beware --- Seller Be Aware!
Games Sales People Play -- The Challenge Of Activity Metrics Posted on August, 2010
A few weeks, ago, my post on The Most Used - Useless Metric In Sales created an … [Read more...]
I've Succumbed--I'm Talking About Sales 2.0 Posted on August, 2010
I've always hated the term, Sales 2.0. I don't know what it means, to me it's … [Read more...]
Prisoners Of Our Own Experiences Posted on August, 2010
I meet with executives everyday. They have great knowledge about their … [Read more...]
Professional Salesperson --- Business Professional? Posted on August, 2010
The other day, I wrote an article, Appointments With Sales People Fall Short Of … [Read more...]
Appointments With Sales People Fall Short Of Executive Expectations Posted on August, 2010
Last Week I wrote about "We Have To Call At The Top," suggesting the concept of … [Read more...]
It's Not Your Close That Causes You To Win! Posted on August, 2010
We spend a lot of time talking about closing. We focus on doing a great final … [Read more...]
Cleanliness Is Next To Godliness -- Well Almost! Posted on August, 2010
I always appreciate Tibor Shanto's blog posts on cleaning out the pipeline, … [Read more...]
We Have To Call At The Top! Posted on August, 2010
Conventional sales "wisdom" encourages us to "call at the top." Sales people … [Read more...]
So Much Has Changed, So Much Is The Same Posted on August, 2010
This past week, in New York, I had the pleasure of having breakfast with Mack … [Read more...]
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