Thursday, July 31, 2014

The Solution Selling Empire Strikes Back

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I had a quick trip out to Las Vegas this week for a fun ½ day whiteboard class with a new client, and decided to use the air time to cl...
Sunday, July 6, 2014

The Third Edition Is Available!

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The Third Edition of Mastering Technical Sales was sent out to bookstores on July 1st. Allowing for the US July 4th holiday the books sho...
2 comments:
Tuesday, May 6, 2014

The MTS Sydney Edition

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Welcome to the Australian version of the blog, live from Sydney. This is an exciting couple of weeks as I'll be down under conducting...
Sunday, April 13, 2014

Technical Trials and Tribulations

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So this has been an interesting 10 days in that a strange bug effectively killed our website. I learnt a couple of things: It's an i...
Wednesday, April 2, 2014

It's Not A Problem Until The Customer Says It Is A Problem, Unless ...

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I had a very interesting experience this morning, listening in to a sales call initiated by one of my customers with one of their customers...
Tuesday, February 25, 2014

Objections And Questions And Answers .. And Sales Engineers

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I've always had a problem with the skill of " Objection Handling ". Let me clarify that - not with personally handling what...
1 comment:
Monday, February 10, 2014

Micro-Resolutions And The February Newsletter

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  So much for the good intentions about blogging more in 2014. So .. I decided to follow the advice of the latest business book I read ...