We set ourselves up for failure, we set our customers up for failure when we … [Read more...]
Category: Performance
Don't Let Your Customer Buy Because Of What Your Product Costs!
Is Your Customer Prepared For This Meeting? Posted on January, 2021
We are all busy. Whether it's going from call to call, virtual meeting to … [Read more...]
"Free" Is Meaningless If The Customer Doesn't Care! Posted on January, 2021
Someone has been prospecting me. I'll own up to it--normally I ignore 95% of … [Read more...]
"This Is What Your Competitors Are Doing" Posted on January, 2021
Every day, I get a sales pitch through some channel. Often, the theme is … [Read more...]
Are You Using "Sales GPS?" Posted on January, 2021
For years, we've become accustomed to using GPS to help us get to where we are … [Read more...]
Right-Level Selling Posted on December, 2020
We've always been taught to "call high." We are supposed to reach "The … [Read more...]
Banish These Words, "For Now..." Posted on December, 2020
Before continuing, I have to give credit to this phrase and important concept to … [Read more...]
Sales Role Specialization Posted on December, 2020
A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]
"But We Did It This Way In My Old Company!" Posted on December, 2020
I was speaking with a Sales Executive. He was relatively new to the company, … [Read more...]
Why Does Your "Bot" Want To Talk To Me? Posted on December, 2020
We are in a period where automation has run amuck. "Bots" and Artificial … [Read more...]
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