As sales people, we know what our job is. We have to generate revenue through … [Read more...]
Tag: Business Acumen
Being A Buyer Is A Foreign Concept To Customers
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...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
Sellers, Your Customers Don't Need You Anymore Posted on October, 2021
Sales people used to be a primary source of information for customers. They … [Read more...]
"Sorry For Reaching Out Randomly...." Posted on October, 2021
I'm quickly going through my email. I opened an email that I knew would be a … [Read more...]
Is This Problem Important For Your Customer To Solve? Posted on September, 2021
We struggle to get in front of customers, to find opportunities, to nurture them … [Read more...]
Moving From Information Scarcity To Abundance Posted on September, 2021
In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
Moving From Product Features To Insight Posted on September, 2021
Recently, I was doing a workshop with a really great sales team. We were … [Read more...]
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