I was recently asked to review the "first meeting" presentation for a large … [Read more...]
Tag: Business Acumen
The Prospecting Presentation....
We Know About The "Digital Buying Journey," But What Does This Mean About Digital Trust? Posted on May, 2022
We know trust is important in all our relationships. We know that trust is … [Read more...]
Sales Enablement, The Sound Of One Hand Clapping Posted on May, 2022
Again, I have to start this post with an apology. I'm a huge fan of sales … [Read more...]
Rethinking Insights Posted on May, 2022
Everything in selling today is about "Insight." But we make insights more … [Read more...]
The "Problem" Is Different Depending On Where You Sit Posted on May, 2022
Imagine a customer with a problem. But that problem, is very different … [Read more...]
Being Interesting Or Interested? Posted on April, 2022
Spoiler alert, we really seek to be both interested and interesting, and we hope … [Read more...]
Do You Really Want To Be A Seller? Posted on March, 2022
I was tempted to title this, "Selling--A Calling Or A Job?" When I speak with … [Read more...]
Top Performers Do More Of This..... Posted on March, 2022
I love learning what top performers do and what drives high levels of … [Read more...]
It's Account Planning Season Posted on March, 2022
Now that SKO season has passed, we've got our annual quotas, we've started … [Read more...]
Virtual Selling Is Not The Same Thing As Digital Buying Posted on March, 2022
According to much research and too many pundits on social media, the future of … [Read more...]
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