How to Know Which Accounts to Call On.

The reality is that many of us decide to add value “strategically”. That sounds good, but it’s not. Basically, we assume that we’ll know a great account when we see one. Then we’ll turn on the charm, add value in the moment and with our follow up. We figure the prospect will have no choice but to appreciate our efforts and do business with us – resistance is futile!

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How to Know Which Accounts to Call On.

The reality is that many of us decide to add value “strategically”. That sounds good, but it’s not. Basically, we assume that we’ll know a great account when we see one. Then we’ll turn on the charm, add value in the moment and with our follow up. We figure the prospect will have no choice but to appreciate our efforts and do business with us – resistance is futile!

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How Do Salespeople REALLY Add Value?

Adding value is unselfish. It takes time. It requires a lot of work. Most of us are busier than we’ve ever been in our lives – both professionally and personally. That doesn’t mean we’re more productive. In fact, many of us have to work harder and do more just to get the same results we achieved in previous years.

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How Do Salespeople REALLY Add Value?

Adding value is unselfish. It takes time. It requires a lot of work. Most of us are busier than we’ve ever been in our lives – both professionally and personally. That doesn’t mean we’re more productive. In fact, many of us have to work harder and do more just to get the same results we achieved in previous years.

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Too Many Chiefs? I Think Not!

I’ve been speaking with a lot of chiefs lately. The Chief Revenue Officer complimented my approach, aggressiveness and follow-up skills. The Chief Financial Officer politely suggested that I do some more homework and come back with specific suggestions (ouch, but

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Too Many Chiefs? I Think Not!

I’ve been speaking with a lot of chiefs lately. The Chief Revenue Officer complimented my approach, aggressiveness and follow-up skills. The Chief Financial Officer politely suggested that I do some more homework and come back with specific suggestions (ouch, but

Rate this:

Great Minds Think Alike – Fortune post on Apple’s Succession Plan Woes

As I blogged yesterday, wondering about Apple’s Succession Plan – apparently Fortune Magazine was wondering the same thing. The link to their article is below. One of the good things that comes out of a situation like this is self-reflection.

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Great Minds Think Alike – Fortune post on Apple’s Succession Plan Woes

As I blogged yesterday, wondering about Apple’s Succession Plan – apparently Fortune Magazine was wondering the same thing. The link to their article is below. One of the good things that comes out of a situation like this is self-reflection.

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Jobs’ Medical Leave Highlights the Need for Succession Planning

My prayers go out to Steve Jobs and his family as he is taking another medical leave,  presumably to continue his battle against pancreatic cancer. The big question again seems to be what will happen to Apple in Jobs’ absence.

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Jobs’ Medical Leave Highlights the Need for Succession Planning

My prayers go out to Steve Jobs and his family as he is taking another medical leave,  presumably to continue his battle against pancreatic cancer. The big question again seems to be what will happen to Apple in Jobs’ absence.

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Want to Keep Your Employees? You Better Go on Offense!

Turnover is really expensive and the cost many companies will pay for losing key employees will be their existence.

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Want to Keep Your Employees? You Better Go on Offense!

Turnover is really expensive and the cost many companies will pay for losing key employees will be their existence.

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Five Ways to Expand Customer Relationships

In today’s selling environment, it’s more critical than ever to have strong relationships with our clients. With increased competition, a wealth of available information and a hyper-focus on cost, we can hardly blame our clients for exploring their options.

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Five Ways to Expand Customer Relationships

In today’s selling environment, it’s more critical than ever to have strong relationships with our clients. With increased competition, a wealth of available information and a hyper-focus on cost, we can hardly blame our clients for exploring their options.

Rate this: