I've written, often, about the importance of understanding why our customers are … [Read more...]
Category: Innovation
Category: Innovation
Why Are They Buying---Do They Know?
Figuring It Out, Critical Sales Competency! Posted on June, 2015
I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
Context, The Ultimate Sales Differentiator Posted on May, 2015
Everyone is enthralled with content these day--Thankfully! Content's not new, … [Read more...]
Moving Into Our "Discomfort Zones" Posted on May, 2015
As sales people, we get frustrated with customers that are slow, reluctant, … [Read more...]
"Nothing Happens Until A Customer Decides To Change" Posted on May, 2015
There's the old saying, "Nothing happens in an organization until a sale is … [Read more...]
"Fix The Sales Problem!" Posted on May, 2015
The executive team of a large division of a very large corporation called me to … [Read more...]
The Secret To Sales Success! Posted on May, 2015
Our company works with a lot of organizations ranging from the world's largest … [Read more...]
What's The Customer Doing During The "57%" And Why Sales Should Celebrate! Posted on April, 2015
I have to admit I'm getting relatively pissed off with all the discussions … [Read more...]
Rumors Of My Death Are Greatly Exaggerated Posted on April, 2015
I'm a sales professional. I'm disturbed by the persistent rumors--or, perhaps, … [Read more...]
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