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    Entries in sales (13)


    Cartoon of the Week 3/24: The Demo

    CLICK TO ENLARGEThe importance of needs assessment is without question. It's either that or the "exploratory demo" wherein you show everything under the sun your product is capable of in the hope that anything at all might be of actual interest to the audience.


    Cartoon of the Week 2/24: The Survey

    CLICK TO ENLARGEA pet peeve of mine is the survey transparently targeted at sales prospecting and offering little in the way of actual insight or value. Unfortunately they are all too prevalent. Perfect target for a little humor.


    Outsourcing Cartoon of the Week 11/19: October

    CLICK TO ENLARGEHow easily those firm conditions seem to disappear in the heat of pursuit. Been there, endured that -- gotta laugh.


    Outsourcing Cartoon of the Week 9/10: Cutbacks

    CLICK TO ENLARGESometimes focusing solely on the balance sheet misses the mark. Despite advances in technology, there are subtle nuances of communication that can only be caught in face-to-face encounters. Cutbacks on travel can have a catestrophic impact on sales effectiveness.


    Outsourcing Cartoon of the Week 8/20: The Desperate

    CLICK TO ENLARGEDredging up some old experiences from all too many years in the business. All too many hiring managers I've met over the years think they can buy a hot Rollodex (anybody still use those?) and their troubles will be over. But don't think they're okay if you leave with it. I think this one might ultimately be as much about the Golden Rule as any specific example