Both we, our customers, our markets, our worlds are getting more and more … [Read more...]
Confusing Simplification With Simplistic
"Buyer's Remorse" Grows Up Posted on December, 2019
When I first started selling -- way back in the dark ages -- one of the things I … [Read more...]
Pricing And Discounting Are Different! Posted on December, 2019
As usual, I've stuck my nose into some on-line discussions. This time, the … [Read more...]
Selling, If I Were Starting My Career Again, Would I Choose To Sell? Posted on December, 2019
I saw a post by a "sales expert." He suggested that if he were to be starting … [Read more...]
How Does Your Customer Make Money? Posted on December, 2019
Can you answer the question, "How does you customer make money?" By that, I … [Read more...]
"Commander's Intent," Trust, And Sales Performance Posted on December, 2019
In military history, there has long been the concept of "Commander's Intent." … [Read more...]
False Choices: Transactional Versus Solution Selling Approaches Posted on December, 2019
Often, I get into conversations about the sales approach a company deploys. … [Read more...]
Apples And Oranges Posted on December, 2019
Let's imagine that for some reason you want to evaluate the performance of … [Read more...]
Keys To Success In The New Year! Posted on December, 2019
December is always ripe for prognostication and advice for success in the New … [Read more...]
FUD-Fear, Uncertainty, Doubt Posted on December, 2019
FUD has been an element, unfortunately, of sales and selling probably since the … [Read more...]
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