Ask a sales person how they're measured, they quickly respond, "quota … [Read more...]
Category: Transformation
Category: Transformation
How Is Your Customer Measured?
Shared Objectives And Goals Posted on November, 2013
As sales and business professionals, we're intensely goal driven. We're driven … [Read more...]
Is Your Customer Prepared For Your Sales Call? Posted on November, 2013
Richard Ruff wrote a great article on Sales Call Planning, it provoked me to … [Read more...]
What's Your Situational Awareness? Posted on November, 2013
Talk to anyone in the military about tactics, a topic that comes up very quickly … [Read more...]
Does Your Customer Understand Your Differentiation? Posted on November, 2013
I'm often amazed by the discussions--or absence of discussions on … [Read more...]
Flipping The Pipeline Value Pyramid Posted on October, 2013
Pipeline reviews and reporting are constant sources of contention between … [Read more...]
Just Because It's Interesting To You, Doesn't Mean I Care Posted on October, 2013
The phone rang, a sales person introduced himself asking, "Who's in charge of … [Read more...]
"I've Never Ever Sold A Computer Or Piece Of Software" Posted on October, 2013
Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]
The Danger Of Being Jaded, We've Tried That Before! Posted on September, 2013
I spend most of my time with extremely experienced sales executives and … [Read more...]
We're Communicating, But Are We Really Connecting? Posted on September, 2013
Technology has extended wonderful capabilities to make us more efficient. We … [Read more...]
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