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“Pain-full” Discussions For Customer Executives

An Executive Encounter

Sales Professional (SP): Thanks for agreeing to meet with me.  I understand you spoke to Robert, a mutual friend.

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Where’s The Beef?

Business executives are talking … not necessarily with sales professionals, but about them.  They’ve sat through sufficient meetings, briefings, presentations, and “interviews” to form an opinion, a generalization, a characterization.  They’ve been conditioned by the repetition of hundreds, possibly thousands of selling situations – by what sales professionals say (and don’t say), in how they act (or don’t act), and in their level (or not) of preparation and interest.

Sales professionals have been branded.  Business executives have formed an opinion and it’s not so flattering.  They aren’t expecting perfection or expertise, but something is missing.  Where’s the perspective, the context, the critical thinking?  Where’s the financial value?  Where’s the beef?

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