We know that customers are moving increasingly to a digital buying journey, … [Read more...]
Tag: Business Acumen
What If They Aren't Looking?
Buying Is Broken, What's This Mean For Selling? Posted on July, 2021
It’s so intriguing, we see our customers and prospects struggling with buying. … [Read more...]
What If You Couldn't Discount? Posted on July, 2021
How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
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...]
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