My dad was a great teacher and role model. But every once in a while, I'd start … [Read more...]
Tag: Business Acumen
Pay Attention To What We Say, Not How We Execute...
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Selling Process Or Buying Process? Posted on July, 2022
This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
Call Prep, Doing The Work! Posted on July, 2022
It seems in virtually every professional endeavor that the prep work is as … [Read more...]
I Love Selling! Posted on June, 2022
For those who know my background, many may be surprised. But I love … [Read more...]
Account Growth And Innovation Posted on June, 2022
We struggle to get a foothold in a large account. Winning that first deal in … [Read more...]
Rethinking ROI Posted on June, 2022
One of the fundamentals in any kind of solution or value based selling is the … [Read more...]
"In Working With Other Customers Like You....." Posted on June, 2022
Our customers are hungry to learn. They (and we) benchmark themselves against … [Read more...]
A Different Perspective On Revenue Enablement.... Posted on June, 2022
Revenue Enablement is a hot topic these days. I have to confess, it confuses … [Read more...]
The Prospecting Presentation.... Posted on June, 2022
I was recently asked to review the "first meeting" presentation for a large … [Read more...]
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