We've long known (whether we use it or not) about the "sales process." … [Read more...]
Tag: Business Acumen
The Customer Focused Sales Process
Salespeople, The Help You Are Giving Your Customers Isn't Very Helpful! Posted on November, 2021
Hopefully, most sales people recognize they create more value when they are … [Read more...]
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...]
Sellers, Your Customers Don't Need You Anymore Posted on October, 2021
Sales people used to be a primary source of information for customers. They … [Read more...]
"Sorry For Reaching Out Randomly...." Posted on October, 2021
I'm quickly going through my email. I opened an email that I knew would be a … [Read more...]
Is This Problem Important For Your Customer To Solve? Posted on September, 2021
We struggle to get in front of customers, to find opportunities, to nurture them … [Read more...]
Moving From Information Scarcity To Abundance Posted on September, 2021
In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
Moving From Product Features To Insight Posted on September, 2021
Recently, I was doing a workshop with a really great sales team. We were … [Read more...]
Are We Having The Right Conversations? Posted on September, 2021
I was talking to a great sales person the other day. We've been talking for … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
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