Sales Hacker
DECEMBER 29, 2022
So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Mike Bosworth, who was affiliated with Xerox at that time, popularized this method and started licensing his technique in 1988. Well, they had a fair point. Sales may be a “numbers game.”
The Sales Hunter
NOVEMBER 15, 2011
Small Goals Now Mean Big Results in 2012. But still continue to read my strategy for helping you achieve your 2012 goals. Many of you are starting now to get a sense for what your 2012 goals are going to be. For some of you, it looks like 2012 is going to be a tough year. Archives Select Month March 2012.
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Jeffrey Gitomer
MARCH 12, 2012
I’d like to personally invite you to join me for my upcoming Break Down Barriers To Make The Sale webinar on March 21st, 2012! Your job is to be at ease with them, overcome them, and identify them as a buying signal. CLICK HERE TO SIGN UP FOR THE WEBINAR! Read what others are saying about my webinars: I truly enjoyed the webinar yesterday!
SBI Growth
NOVEMBER 23, 2012
Source – CEB, The New High Performer Playbook, Arlington VA, 2012). MarketingSherpa, 2012). The Challenger Sale, 2012). If Marketing does its job right, it improves your personal bottom line. If not, instead of selling, you do their job for them…at a personal cost. What exactly is content marketing? Not what you sell.”
No More Cold Calling
DECEMBER 10, 2020
Just consider the stereotypes about your own generation: Generation Z (1997–2012) was born with phones in their hands and are tech wizzes. Who we are as individuals might be influenced by when and how we grow up, but there’s more to all of us than one simple demographic. Technology is king, and that’s their main focus.
Understanding the Sales Force
OCTOBER 22, 2012
c) Copyright 2012 Dave Kurlan You have no control over the football team or the economy, you may have given up on your kids and your parents, you can switch suppliers, but what can you do about your salespeople? Yet nothing will change if you don't begin doing some things very differently. Identify Skill Gaps. Hope to see you there! (c)
Understanding the Sales Force
JANUARY 9, 2013
I promise that you won't hear my Boston Red Sox, who in 2012 had the worst year since I was 10 years-old, say that they would like to maintain their current performance. c) Copyright 2012 Dave Kurlan Even if the industry is shrinking, maintaining revenue isn't exactly a win. How did everyone feel in 2009 when revenue tanked?
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