Most of the time, as sellers, we focus on our self interests. As a result we … [Read more...]
Our Customers Aren't On A Buying Journey...
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...]
Nothing Works Anymore! Posted on March, 2023
It seems all the things we used to do; the things that engaged customers and … [Read more...]
What About Our Competitors??? Posted on March, 2023
We are obsessed with our competition. We study them and their strategies. We … [Read more...]
Knowing The Answers Isn't Enough Posted on February, 2023
As sellers a large part of our job is providing answers. Our customers want to … [Read more...]
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