I get emails everyday from people seeking answers. Likewise, I read dozens of … [Read more...]
Category: Innovation
Category: Innovation
There Is Only One Answer
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
Volume And Velocity---What's Missing? Posted on April, 2016
There's a huge amount of discussion focusing on Volume And Velocity in sales. … [Read more...]
Finding Customers Who Aren't Looking Posted on March, 2016
There's no doubt that digital media, rich content, search and other technique … [Read more...]
Is Your Mindset Limiting You? Posted on March, 2016
Recently, I've been having a number of conversations about Mindset. I've been … [Read more...]
Sales Managers Are Killing The Sales Organization! Posted on March, 2016
It may be that time of year. or maybe I'm just more aware of it, but it seems … [Read more...]
"Good Enough" Should Never Be "Good Enough" Posted on March, 2016
I've been involved in a fascinating conversation with Greg Michaels. He wrote a … [Read more...]
Does Your View Of Value Limit You And Your Customers? Posted on March, 2016
Value is one of those $25 words everyone talks about. We all want to talk about … [Read more...]
Why The "Why" Is Important Posted on February, 2016
As sales people, we know the “why” is very important in probing our customers. … [Read more...]
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