Archive for July, 2011
Build Your Customer a Bridge
Posted by Don F Perkins in B2B Sales, Sales Productivity on July 28, 2011
I’ve been thinking about our customers again. Every customer that’s intent on growing needs something. Oh, the particulars are different from one to the next, but in essence, they are all trying to find their way from point “A” to point “B.” They need a bridge. Value Creation in Sales Sometimes they are already thinking [...]
Adaptability vs. Predictability in Sales
Posted by Don F Perkins in B2B Sales, Sales Productivity on July 25, 2011
There’s an old story about a captain on the night sea who sees lights on the horizon and radios the other vessel telling them to change course. After some heated exchange, the “other vessel” turns out to be a lighthouse, forcing the ship to change their course instead and now with much less time to [...]
In Sales: Great Questions are Important, Great Conversations are Even Better
Posted by Don F Perkins in B2B Sales, Behavioral Change, Sales Productivity on July 20, 2011
There was a great discussion in a recent Focus roundtable about “how to ask the right sales questions.” The panel was replete with some of the most respected names in sales strategy. Interestingly, within a few minutes, the panelists concluded that the title of the roundtable was all wrong: the bigger issue is not “how [...]
How to Hit More Sales Targets With Ordinary Bullets
Posted by Don F Perkins in B2B Sales, Sales Productivity on July 14, 2011
Last time on Mindmulch I wrote: How to Get More New Customers which led to today’s post: How to hit more targets with ordinary bullets. Give Me Back My Bullets In a recent post by David A Brock, he mentioned that his customers often ask how to solve “the sales effectiveness problem.” In other words, [...]
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