Recently, I've been involved in a number of discussions about "Win Rates." … [Read more...]
Tag: Business Acumen
Win Rates, Are You Important To Your Customer?
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
AI, Freeing Up Selling Time....... Posted on October, 2024
Everyday, we see new ways that AI helps us accomplish more in less … [Read more...]
The Problem With "Solution" Selling Posted on September, 2024
OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
Where's The Customer? Posted on July, 2024
In the press of developing and executing our GTM strategies, there's a tendency … [Read more...]
Price, Cost, Value Propositions, Value Realization, Value Creation...... Posted on April, 2024
"Value" is a critical concept in everything we do, but particularly when we are … [Read more...]
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
We Know The Answers, But Do We Know What They Mean? Posted on February, 2024
We have all sorts of technologies that give us the "answers." ChatGPT can … [Read more...]
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
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