Why? Because: 1. Crap work is crap work because there are poor systems in place that managers must fix within the organization to scale the company. 2. Crap work means navigating internal bureaucracy, which should be left to managers. 3. Crap work is opportunity costs. Your reps should be spending time on the racetrack, not […]
VIEW POSTCutting deals to win customers? Don’t do it. Read this article from today’s LA Times on American Airlines and their “travel for life” tickets. From the article: But all the miles they and 64 other unlimited AAirpass holders racked up went far beyond what American had expected. As its finances began deteriorating a few years […]
VIEW POSTMark Suster authors “Both Sides of the Table” and is one smart dude. He’s posted a number of articles are selling for start-ups that are worth a read, but in each of his posts, I think he’s left out a few critical parts of the puzzle – how to execute on his advice. Many start-ups […]
VIEW POSTCame across an interesting micro-study on pharmaceutical selling from RM Consulting. Think about “message leakage” as the quality and delivery of the sales call. The study found that the raw count of sales calls mattered far less, and even had a negative correlation, to sales success. The most successful reps were those that successfully delivered […]
VIEW POSTAfter walking through the sales process with a prospect over four months time, we reached the final evaluation stage. We’d previously discussed price earlier in the process (purposely on my behalf to make sure we were in range), and now it was time to determine what the final agreement and terms would look like. I […]
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