Now that SKO season has passed, we've got our annual quotas, we've started … [Read more...]
It's Account Planning Season
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...]
The "Heavy Lifting" In Buying And Selling Posted on January, 2022
Selling is difficult. We have to find opportunities for our products and … [Read more...]
Being A Buyer Is A Foreign Concept To Customers Posted on December, 2021
As sales people, we know what our job is. We have to generate revenue through … [Read more...]
What Are The Two Biggest Factors Impacting Your Win Rate? Posted on December, 2021
I get into a lot of conversations with sales people and leaders about winning … [Read more...]
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
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