Displaying posts published in

March 2010

The Murder Board

The essential but horrible sounding named murder board.  Every time I bring it up with a new person, I get confused stares – yet I think its an essential tool for both salespeople and entrepreneurs.

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Open Letter to anyone buying (or actually not buying) anything from a salesperson

Dear Prospect,

Good salespeople build their entire career based on one of integrity.  We believe, that every step of the way, we should be open and honest with you about our product, about its limitations, about how and where we are better and worse than our competition.  We even try to be completely transparent and honest with you about our sales process so that we can start our relationship on the right footing.

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Would you buy your own product that way?

Everyone buys things… and everyone has opinions on where they like to buy, how they like to buy, and what makes them buy?  Why then… do so many companies forget these experiences when they plan out their own sales strategy and pricing models?

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