Imagine a customer with a problem. But that problem, is very different … [Read more...]
Tag: Business Acumen
The "Problem" Is Different Depending On Where You Sit
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...]
What Does The Customer Need To Move Forward? Posted on February, 2022
There's a major flaw in most of our (sellers/marketers) mindsets when we think … [Read more...]
Our Customers Don't Know How To Buy, Are We Helping Them Learn? Posted on January, 2022
While it's some years old, we all know the "spaghetti chart," from Gartner. As … [Read more...]
RFP's? Posted on January, 2022
I was doing a Q&A after a keynote at a SKO. It was a very sharp group of … [Read more...]
Settling....... Posted on January, 2022
Our jobs, as sales and marketing professionals, is to drive change. We can only … [Read more...]
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