August 6, 2010

Stop Over-Qualifying!

Sales team having too many appointments? Didn’t think so. I hear a lot about the importance of properly qualifying prospects. And I am confused. I’ll admit it right up front; I am probably an extreme contrarian on this topic. Here’s why: if we’ve done our job strategically selecting Target Prospects, then why in the world […]

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August 3, 2010

Attacking the Right Targets?

When preparing for battle, a critical first step is the strategic selection of targets to attack. Along those lines, how strategic and clearly defined is your Target Prospect List? It sounds like a ridiculous, elementary and unnecessary question. But in my experience, more often than you’d believe, senior and sales management take for granted that […]

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July 4, 2010

Reliving 1991: Kmart, Wal-Mart & My New Blog

I have strong memories from 1991:  Silence of the Lambs freaked me out, George Bush (41) was silencing Sadaam Hussein in my generation’s first exposure to war (viewed on CNN), and I got to attend Super Bowl XXV in Tampa where my beloved NY Giants handed the poor Buffalo Bills the first of four consecutive […]

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