We've all gotten the call, the phone rings, it's a sales person. Somewhere in … [Read more...]
Category: Performance
Category: Performance
"I Can Save You More Than You Are Currently Spending" And Other Stupid Sales Ploys
You Won't Win With The Best Product! Posted on August, 2014
Sales people are obsessed with products. We know every feature, function, feed, … [Read more...]
You Have To Start At The Beginning Posted on August, 2014
The other evening, I was relaxing, watching something on Netflix. It was a … [Read more...]
The Most Important Improvement In Efficiency, Actually Talking To People Posted on July, 2014
Everyone is time poor. We have too much on our plates--more than we possibly … [Read more...]
Creating Crap At The Speed Of Light! Posted on July, 2014
Everyone is talking about social selling! We have new tools, techniques, and … [Read more...]
Are You 'Pissed Off' Enough To Be A Top Performer? Posted on July, 2014
I saw a brilliant video by Tom Peters, Innovation: Angry People Make Change, be … [Read more...]
Do You Know How Your Customer Is Measured? Posted on July, 2014
As sales people, we're used to being measured. We have pipeline metrics, … [Read more...]
Before We Can "Teach" Our Customers, We Have To First Learn From Them Posted on July, 2014
Teaching our customers is a cornerstone of Challenger, Insight Selling, and just … [Read more...]
Why I Won't Respond To Your Email! Posted on July, 2014
I get at least a couple 100 emails a day (not including the SPAM). A lot of … [Read more...]
Weighted Pipelines And Forecasts Posted on July, 2014
I have to admit, I've never been able to figure out the value or meaning of the … [Read more...]
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