The truth is irrelevant in sales. So are the facts. For the most part, all of the “information” we’d be inclined to focus upon conveying is pretty much irrelevant. Why? Because from the perspective of the buyer, all of our (the vendors’) so called truths, facts and info sound fundamentally the same. Even when we DO achieve some strategic or tactical advantage over our competitors, it only lasts a short time before their marketing department and their smart sales people figure out how to counter our claims. And the buyer is left wondering “Who’s really telling the truth?”
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Happy Holidays!
Click image for PDFAs 2009 draws to a close and we anticipate a new year and a new decade, we are filled with gratitude for those who have made our success possible. So in this spirit we wish to tell you all, simply and sincerely, Thank you! And as is the tradition during this time of year, we stumbled upon …
Leading Through The Storm – Replay
Click image for PDFThanks so much to everyone who participated in the free “Leading Through The Storm” webinar on September 22nd! We had over 100 people in attendance and the feedback has been great. Here is the audio replay for those of you who missed it, or for those of you who wish to share it with someone else. The …
Thoughts on Teaching Sales to Technologists
We teach engineers/technologists/consultants about sales. “Why the heck would someone want to do that?” you ask. “Does it work?” you ask. I was driving home from teaching a class today and was in one of those “rant” moods, and luckily my handy blackberry has a record function on it. So, with nothing better to do while caught in I-25 traffic, …
The Essence of Urgency
URGENCY! My clients use the word a lot these days. I find myself using it a lot too. As I sit sipping my pre-dawn cup of tea pondering my own challenges relative to creating and sustaining urgency, I’m asking myself “What is the true essence of URGENCY?”
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The Plan
Perhaps like many of you I’ve gotten caught up in the mire of activity that isn’t part of “The Plan”. This week, after a break in a relentless stream of tasks, requests, go-fers, and must do’s, I had a feeling of panic. It’s March! Q1 is almost over!
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