"What are you talking about Dave? Qualifying is the job of sales, why are you … [Read more...]
Category: Transformation
Are Your Customers Doing The Right Job Of Qualification?
What About Challenger Buying! Posted on January, 2012
I've written quite a bit about Challenger Selling and it's many related … [Read more...]
A Different Take On Challenging Conversations Posted on January, 2012
I've been writing a lot about changing the conversation, about challenging our … [Read more...]
The Importance Of Push And Pull In Sales Posted on January, 2012
There is an interesting discussion on Focus on transforming sales organizations … [Read more...]
Hearing What We Want To Hear Posted on January, 2012
Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]
It's The New Year For Our Customers, As Well! Posted on January, 2012
As we put together our strategies for the New Year, most of our focus will be on … [Read more...]
Putting A "Face" To Our Customers Posted on December, 2011
As sales people, we work with customers every day. We see them, we're in their … [Read more...]
Buying Has Nothing To Do With The Product We Sell! Posted on December, 2011
We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
What Do We Talk To Them About? Posted on December, 2011
What do we talk to our customers and prospects about? To me, the answer is … [Read more...]
Performance Metric Friday -- Personal Development Posted on December, 2011
As we finish the year and get ready for next year, it's time to look at our … [Read more...]
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