I just read a report, "The Mood Of The B2B Buyer." The results weren't … [Read more...]
Tag: Business Acumen
"We Chose The Vendor With The Most Complete Solution"
Moving Beyond The "Chaotic Buying Process" Posted on October, 2018
It seems in recent months, the sales and marketing world is suddenly waking up … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
"Water, Water Everywhere....." Posted on March, 2018
In the Rime Of The Ancient Mariner, Samuel Taylor Coleridge writes, "Water … [Read more...]
Knowledge Is Power Posted on August, 2017
Knowledge is power---this has been acknowledged for years. Let's assume that's … [Read more...]
It's Not About What Your Product Does.... Posted on August, 2017
Everyday, I speak with sales people who are struggling. They've got a rock … [Read more...]
Putting Yourself In Your Customers' Shoes Posted on July, 2017
As sales people, we need to put ourselves in our customers' … [Read more...]
Cold Calling, Alive And Kicking! Posted on July, 2017
Cold calling is alive---at least when you look at the number of posts … [Read more...]
Rethinking Sales Skills And Competencies Posted on June, 2017
Wayne Gretzky has the famous quote describing why he is an all time top … [Read more...]
Helping Your Buyers Look Beyond Themselves! Posted on November, 2016
We know we need to be customer focused. We know that we are most effective when … [Read more...]
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