Tag Archives: sales

The Ultimate Selling Machine

I am not really supposed to use that term anymore according to my friend Ted. He used it back in the 1980s based on feedback and the use of the term ultimate selling machine by the CEO of Singapore Airlines, to describe Ted’s approach. … Continue reading

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If you find the pain, so what?

My friend Sharon Drew Morgan has preached for many years that facilitating change is the crux of making a sale. She tells us it’s not about the pain. She’s right … and not. In her latest blog post, Your prospects aren’t … Continue reading

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If more of them could just be better

The December 2010 issue of Harvard Business Review had a short article entitled “Do You Really Know Who Your Best Salespeople Are?” In this article the authors attempt to explain how the behavior of sales people affect their ability to be … Continue reading

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Process vs. Innovation

Many pundits argue that the current path to competitive advantage is by out-innovating the competition. This is as opposed to focusing on being more efficient than the competition. The unstated theory being that one of these two approaches is the … Continue reading

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