At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Tag: Communicating
Solving Our Customers' Problems
Volume And Velocity---What's Missing? Posted on April, 2016
There's a huge amount of discussion focusing on Volume And Velocity in sales. … [Read more...]
Do Your Sales People Understand The Objective Of Your Content? Posted on April, 2016
The other day, I downloaded an outstanding market research study. It was … [Read more...]
Sales Manager---Business Manager Or Coach? Posted on April, 2016
The responsibilities of a sales manager are very broad. Frontline managers have … [Read more...]
When Do You Do Your Best Selling? Posted on March, 2016
The lives of most sales people seem to be split between two types of frenzied … [Read more...]
Leveraging Interruption! Posted on March, 2016
Recently, I was reading a post on cold calling, it brought up the age old, "How … [Read more...]
Is Your Prospecting Call Relevant? Posted on March, 2016
You've all experienced this, you download a white paper, maybe you sign up to … [Read more...]
1:1's, Leveraging An Important Management Coaching Tool Posted on March, 2016
The team at WideAngle and their CEO, Jon Birdsong hosted several of us in a … [Read more...]
Do We Set Our People Up For Failure? Posted on March, 2016
I'm pretty tough on sales people. You've read my endless rants about bad … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
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