Some of you may have read about the "cyclone storms" we are having in Northern … [Read more...]
Category: Performance
Category: Performance
Going For The Upsell Before You Get The Order.....
THINK Posted on January, 2023
A little over 40 years ago, in mid June, I walked into the lobby of 205 E42nd … [Read more...]
Selling Is So Tough!!! Posted on December, 2022
I was struck by a post by Steve Hall on LinkedIn. Steve and I share a similar … [Read more...]
And The Insanity Continues...... Posted on December, 2022
We seem to be in a continued death spiral with our customer engagement … [Read more...]
Emotions Are A Core Driver For B2B Buyers, What About Sellers? Posted on December, 2022
We have suspected, for years, that B2B buyers make purchase decisions based on … [Read more...]
On Sequences And "Touches" Posted on December, 2022
The research tells us we need to be persistent in our outreaches to prospects … [Read more...]
And We Call This Progress? Posted on December, 2022
This time of year, sometimes we look back to see what's happened how things have … [Read more...]
The Problem With Inbound Posted on December, 2022
We rely too much on Inbound leads to achieve our goals! Our prospecting … [Read more...]
What's This BS About Helping Our Customers?!?! Posted on November, 2022
We read all the time that we are supposed to be helpful to our customers. We … [Read more...]
Are We Creating The Value Our Customers Value? Posted on November, 2022
Selling is about creating value.... Well, yeah, ... but we have differing … [Read more...]
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