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The Only 5 Things CEOs Should Do in the Sales Process
“That’s just stupid!” I swear these words came out of my mouth before I could reach out and grab a hold of them and rein […]
There’s More at BNet! This Week’s Blog – How To Sell More, Faster In the ‘New Normal’
Check out this week’s blog on CBS’s BNet – click HERE. Thanks for reading. Enjoy!
When It’s Time To Break Out the Big Guns to Make The Sale
I was gambling in Havana I took a little risk Send lawyers, guns and money Dad, get me out of this – from “Lawyers, Guns […]
The 5 Worst Kept Diet Secrets that Work for Big Sales
I just lost 20 lbs in 20 weeks. If you want to do the same, you don’t have to buy anything, read any more than […]
How do Quota-Crushing Sales Teams Land Their Biggest Deals?
Sales superstars aren’t luckier or smarter than you. Instead, they have a system that allows them to win bigger deals more often with bigger companies, […]
Going on the Offense: Organizationship Selling
I have spent a lot of time this week preparing for a speech in Tucson next week. I am speaking at the NSGA (National Sporting […]
Preparing Your Sales Prospect for the Internal Review Meeting
There is always a “meeting after the meeting” in a big sale. Hardly ever is the real decision made at the table while you are […]
Revenge of the Nerds: Selling to CIO/CTO Types
In the 90’s and early 00’s Silicon Valley had convinced the world that IT should run the show. Remember how hard we worked to […]
Last Meal of the Condemned: Selling to CMOs
It is tough to be in marketing these days. CMOs have the life expectancy in their position of less than 19 months….and that’s dropping. […]
CFOs are the Buyers, the Rest are Posers.
“He who can destroy a thing, controls a thing.” – Muad’Dib as quoted in Frank Herbert’s book, Dune In the 90’s, geeks owned the […]
I believe…
Kevin Costner’s character Crash Davis in the movie Bull Durham was asked, “Just what do you believe in?” Have you ever written that out for […]
