In today's world, it's pretty easy to "know the answers." At least with respect … [Read more...]
Tag: Business Acumen
Knowing The Answers Or Knowing What They Mean?
How Well Do You Know Your Customer? Posted on October, 2023
I was meeting with a group of sellers, talking about engaging their customers. I … [Read more...]
Do You Believe Your Value Proposition? Posted on August, 2023
I'm amazed at the number of sellers that really don't believe their value … [Read more...]
Our Customers Aren't On A Buying Journey... Posted on July, 2023
Most of the time, as sellers, we focus on our self interests. As a result we … [Read more...]
Skipping "Foundational Knowledge" Posted on June, 2023
Foundational knowledge is about developing fundamental understanding about the … [Read more...]
Why Are You Still Using Your Old Playbooks? Posted on May, 2023
This weekend, late evening, I turned on the TV, paging through the channel … [Read more...]
Discovering And Qualifying Is Not Just For Sellers Posted on May, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
Going Beyond The Data.... Posted on May, 2023
We are blessed with enormous amounts of data on virtually everything. Data on … [Read more...]
Activities, Outputs, Outcomes---What's The Difference? Posted on May, 2023
The "new" sales mantra seems to be all about activity. Our managers measure us … [Read more...]
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
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