Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
Tag: Change
Discovering And Qualifying Is Not Just For Sellers
Becoming The "Topic Authority" Posted on May, 2023
Most of our marketing and selling efforts focus on becoming the … [Read more...]
BHAGs And Radical Simplification Posted on May, 2023
BHAGs are "Big Hairy Audacious Goals." The term was, apparently, developed by … [Read more...]
Reflections And An Apology Posted on May, 2023
Recently, a very close friend referred to me as "David Downer," referring to the … [Read more...]
My Fight With ChatGPT, Coaching ChatGPT Posted on May, 2023
I'm finding great ways to use ChatGPT and am using it as a debate partner to … [Read more...]
What Are Our Customers Really Buying? Posted on May, 2023
Many lifetimes ago, I was the Executive Assistant (today we call it Chief of … [Read more...]
"Our Solutions Address All These Problems...." Posted on May, 2023
Often, we have solutions and capabilities that address a wide range of customer … [Read more...]
Why I Love Selling Posted on May, 2023
Having anything to do with sales was the furthest thing from my mind when I was … [Read more...]
But Isn't That What Consultants Do...... Posted on May, 2023
I was talking to a colleague about the lost opportunity sellers have in helping … [Read more...]
Business Focused Buying, Product Focused Selling---Never The Twain Shall Meet Posted on April, 2023
Our customers are focused on addressing their business issues--whether … [Read more...]
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