How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
Tag: Business Acumen
What If You Couldn't Discount?
Rethinking Rev Ops Posted on May, 2021
There's a lot of discussion about rev ops. In a lot of it, I wonder, "What … [Read more...]
Buyer Personas Are Not The Same, Even For The Same Persona! Posted on May, 2021
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
Language, Words And Mindsets Posted on May, 2021
We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
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...]
- « Previous Page
- 1
- …
- 8
- 9
- 10
- 11
- 12
- …
- 20
- Next Page »