This weekend, late evening, I turned on the TV, paging through the channel … [Read more...]
Tag: Business Acumen
Why Are You Still Using Your Old Playbooks?
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...]
The Subjectiveness Of Value Posted on February, 2023
I'm a fan of Larry Levine, he provokes thoughtful discussions. Recently he led a … [Read more...]
"Just The Facts, Ma'am..." Posted on February, 2023
If you search the streaming services, you can find a classic 1950's Police TV … [Read more...]
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