Recently, I've been involved in a number of discussions about "Win Rates." … [Read more...]
Tag: Business Acumen And Systems Thinking Series
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...]
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...]
How Well Do You Know Your Customer? Posted on October, 2023
I was meeting with a group of sellers, talking about engaging their customers. I … [Read more...]
Going Beyond The Data.... Posted on May, 2023
We are blessed with enormous amounts of data on virtually everything. Data on … [Read more...]
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
What If Buyers Were Better Buyers? Posted on November, 2022
Buyers struggle doing their "jobs" ......buying! We poor sellers struggle, if … [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...]
Who's Your Competition? Posted on October, 2022
We, sometimes, assess ourselves against the wrong competitors. We think our … [Read more...]