Monthly Archives: May 2008

Productivity is business-to-business sales is increasingly driven by having engaging conversations with prospects and having more of them every day with the help of ‘smart’ tools that increase the odds. Creating conversations that engage prospects will seed future sales from … Continue reading

Posted in Conversations, Productivity, Results, Sales cycles | Tagged , , | 1 Comment

Selling business-to-business is all about outcomes (sell enough, and your commission will increase). Yet many companies looking to improve their results focus, today, on improving their inputs. Not making your quota? Work harder. Make more calls. Be more disciplined in … Continue reading

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