I’ve been consulting with a large multi-billion dollar company recently to help them source the right tech & vendors for their ongoing Digital Transformation. It has been an interesting experience…
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Here’s how I was sold something that I wasn’t even in the market for. Have you seen small stalls for perfumes etc. in malls?You wouldn’t think that their salespeople use…
read moreThree wishes – three guesses – three little pigs – three bears – three billy goats gruff This article won’t match the longevity or popularity of any of the above…
read morehttps://www.youtube.com/watch?v=ABHMOz1gT8w Imagine that you’re driving to a wedding and your car breaks down. As you wait for help to arrive, what’s the value of a service that can get you…
read moreImagine that you’re driving to a wedding and your car breaks down. As you wait for help to arrive, what’s the value of a service that can get you to…
read moreIn sales, qualifying an opportunity out is just as important as qualifying it inbecause investing time in an opportunity that you had no chance of winningis such a massive waste.…
read moreTwo days ago, I received one of the better cold calls that I’ve received. He did a few things that most salespeople are told not to do. This is how…
read moreSome of the longest monologues of all timeweren’t delivered in movies or in playsbut insales discovery meetings by salespeople
read moreI ran a poll last week about the usage of slide decks in sales discovery meetings. The results were 50-50 for a long time before ending up 60-40 in the…
read moreI ran a poll on LinkedIn asking whether salespeople prefer to use slide decks in their discovery meetings. The whole purpose of a discovery meeting is to understand the prospective…
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