May 12, 2015 | Best Practices
My wife and I love Judge Judy. We watch her TV show religiously and apparently we’re not alone, as her TV show is the highest rated daytime TV show and syndicated TV show with an audience of over 7 million people (http://en.wikipedia.org/wiki/Judge_Judy). She...
May 5, 2015 | Best Practices, Sales
In the interest of full disclosure, I have to admit that I am a self-professed sales discovery devotee. Across my 25 years of selling technology solutions to the enterprise, show me a top performing sales rep or sales team and I’ll show you a sales...
May 2, 2015 | Best Practices
Nothing is more offensive than seeing an enterprise sales team grovel with their customers. According to Merriam-Webster dictionary, the definition of “grovel” is: To kneel, lie, or crawl on the ground To treat someone with too much respect or fear in a...
Apr 29, 2015 | Best Practices
How well do you really know your customers? Surprisingly, I find that more and more companies are losing touch with their customers at the exact time that it’s becoming more important than ever to get closer to your customers. Everyone talks about how...
Apr 22, 2015 | Best Practices
If given a choice, I’d always prefer to sell the premium priced service or solution. Why? Because quality still matters to a lot of people and they are willing to pay for it. This all may sound a bit counterintuitive these days, given that most...
