We've long known (whether we use it or not) about the "sales process." … [Read more...]
Tag: Building Relationships
The Customer Focused Sales Process
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
The Great Reinvention! Posted on October, 2021
There's a lot of talk about the Great Resignation. Partly, a result of the … [Read more...]
Pet Peeves--LinkedIn Surveys Posted on October, 2021
This is #B2BPetPeeves week (Thanks Hank Barnes and friends). This morning I … [Read more...]
The Wentworth Prospect Posted on September, 2021
I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
Figuring Out Networking Posted on May, 2021
"Networking" is critical for all of us. Both in developing new professional and … [Read more...]
What Should We Expect Of Our Managers? Posted on April, 2021
There's a lot written about what managers should expect of their people. In … [Read more...]
Selling Is A Human Process, Part 2 Posted on January, 2021
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
Are You Curious About Who Your Customer Is? Posted on November, 2020
It seems odd to write a post for sales professionals (and unprofessionals), … [Read more...]
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