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Searching For Answers 27 Aug 2013 | 11:45 am
Answers are what we, as sales people, are about—we look for answers from our customers, “What do they think of our solutions?” “When will they place an order”" “What does it take to win their busine...
Everything Begins With Principles 26 Aug 2013 | 11:45 am
Principle (Noun): 1. a fundamental truth or proposition that serves as the foundation for a system of belief, or behavior, or for a chain of reasoning. 2. a fundamental source or basis of somethin...
Sales And Procurement, Racing Toward Each Other 23 Aug 2013 | 05:59 pm
As sales and marketing professionals, we’re consumed with the change in our professions. Buying and Buyers are changing. Those things we used to do are no longer as impactful. Many of us are trying...
The Insight Driven Organization 23 Aug 2013 | 05:10 am
It’s clear that our customers want to be engaged differently. High performing marketing and sales organizations are reshaping themselves to respond with Insight. Insight is critical, our customers w...
“Clinging To The Familiar” 21 Aug 2013 | 07:07 pm
Change is a struggle for everyone–individuals and organizations. The business world is littered with the carcasses of once great organizations that clung to their products and business models, while ...
What Do Your Customers Do? 20 Aug 2013 | 02:30 am
As sales professionals, we’re supposed to really understand our customers-their markets, industries, businesses, functions–and their jobs. It’s critical in engaging them in discussions about the thin...
Complicated Things Versus Complicating Things 18 Aug 2013 | 07:32 pm
Without a doubt, our personal and business worlds are complicated–and getting more so. We’re pressed from all sides with shifting priorities, new problems, too little time, too much information. We ...
Are You Worth Your Customer’s Time? 17 Aug 2013 | 01:10 am
As sales people, we are always concerned with out time. We can’t afford to waste our time, we can’t afford to have customers waste our time. We constantly assess things to determine whether they are...
Belief And Confidence, Critical For Sales Success 15 Aug 2013 | 09:27 pm
To be successful as sales professionals we have to believe in ourselves. We have to have confidence in working with our customers, in our abilities to bring value to and influence our customers. We ...
“Procurement Needs To Bring More To The Table Than Discounts” 14 Aug 2013 | 07:06 pm
I can hear the cheers already, every sales professional reading this will probably forward it to their favorite–or not so favorite procurement professional. I took this from Remko Van Hoek’s HBR post...
