We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
Tag: Business Acumen
Language, Words And Mindsets
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
The Irony Of Change Posted on May, 2021
The other day, I was speaking with a colleague about the state of sales/selling. … [Read more...]
"Tell Us Your Top Business Challenge" Posted on May, 2021
A very large telecom company sent me this marketing email. It was one of those, … [Read more...]
Rethinking The Sales Process Posted on April, 2021
Preface: It's always dangerous to preface an article with a warning. This is a … [Read more...]
Rethinking BDRs? Posted on April, 2021
I recently read a post from Dave Kurlan entitled, "Why I Believe We Should Blow … [Read more...]
"Seek first to understand..... Posted on March, 2021
One of the most important things a sales person can do with her customer is to … [Read more...]
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [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...]
Getting What We Want Posted on January, 2021
Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]
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