OK, before I start, let's get all the comments about Sales Intelligence being an … [Read more...]
Category: Transformation
Category: Transformation
Sales Intelligence--It's About Connecting The Dots
Your Value Proposition Is No Longer Sufficient Posted on May, 2011
Too many sales and marketing people struggle with value propositions. For … [Read more...]
Chief Revenue Officer? Posted on May, 2011
Today, I had the privilege of participating in a Focus.com round-table with … [Read more...]
No Sales Model Is Forever, What To Do When What Worked Isn't Working Posted on May, 2011
Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
Why Would They Ever Choose To Do Business With You? Posted on May, 2011
Not many months ago, I was involved in a very complex sales situation with a … [Read more...]
Being Helpful To Customers Must Be For Profit! Posted on May, 2011
I write a lot about being customer focused, about helping customer identify new … [Read more...]
Sitting On The Customer's Side Of The Desk Posted on May, 2011
Not long ago a sales person called be with an idea that I thought was … [Read more...]
Customers Don't Know How To Buy! Posted on May, 2011
One of the biggest mistakes sales people make is overestimating their customers’ … [Read more...]
Buyer Persona's -- A Great Starting Point For Sales! Posted on May, 2011
I'm a tremendous fan of Buyer Personas*. Anyone who isn't leveraging this … [Read more...]
You Need To Know What's Keeping Them Up At Night! Posted on April, 2011
"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
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