I'm reading a post that provides "7 Phrases That Make You Sound Like An [Sales] … [Read more...]
Tag: Business Acumen
"What Type Of ROI Are You Looking For?"
"Tell Me About Your Business Pain...." Posted on November, 2015
"Tell Me About Your Business Pain....." We all recognize this, or it's variants … [Read more...]
How Do You Start Your Prospecting? Posted on October, 2015
I'm coaching a frustrated sales person. He's running up against a brick wall on … [Read more...]
"We Can't Justify Your Price......" Posted on October, 2015
We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
The Challenger Customer Posted on September, 2015
Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
The Data On Sales Success Is In! Posted on May, 2015
We've run across some startling data on sales performance: 99% of sales reps … [Read more...]
Skilled Adaptation Or Clueless Reactions? Posted on April, 2015
To the casual observer, the fluidity with which a top performer adapts to a … [Read more...]
What's The Customer Doing During The "57%" And Why Sales Should Celebrate! Posted on April, 2015
I have to admit I'm getting relatively pissed off with all the discussions … [Read more...]
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