by Janet Gregory | Jul 24, 2013 | Marketing
Dilemma: “I don’t relate well with senior executives and get ‘pushed down’ to the project owners. Why is this happening?” Solution: Review last weeks blog for more on the executive conversation. You will get “pushed down” or “introduced up”...
by Janet Gregory | Jul 18, 2013 | Marketing
Dilemma: “What do I talk with executives about, if I don’t want to talk about products and solutions?” Solution: In any conversation, you will be directed to the people that you sound like. This is true both personally and professionally. As an example, think...
by Mike Gospe | Jul 2, 2013 | Marketing
There’s a lot of information on win/loss analysis available online. This blog post summarizes the “best of the best” advice available. Read on to see 5 questions you should consider before embarking on your own interview process and analysis....
by Janet Gregory | Jun 24, 2013 | Marketing
Dilemma: “As I try to connect my sales solutions to customer goals, I get confused between what’s an initiative versus what’s a goal. What’s the difference?” Solution: Know the difference between initiatives and goals. Initiatives are specific projects or programs...
by Janet Gregory | Jun 17, 2013 | Marketing
Dilemma: “What’s more important in professional selling … is it my depth of knowledge about my solutions or is it how I communicate with my customers?” Solution: The simple answer is that it is BOTH. But, professional selling isn’t that simple. Your depth of knowledge...
