According to much research and too many pundits on social media, the future of … [Read more...]
Tag: Business Acumen
Virtual Selling Is Not The Same Thing As Digital Buying
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...]
Salespeople, The Help You Are Giving Your Customers Isn't Very Helpful! Posted on November, 2021
Hopefully, most sales people recognize they create more value when they are … [Read more...]
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