Our customers are focused on addressing their business issues--whether … [Read more...]
Tag: Change
Business Focused Buying, Product Focused Selling---Never The Twain Shall Meet
Telling Us What We Want To Hear... Posted on April, 2023
The latest generations of AI tools seem to be offering us the "miracle cures," … [Read more...]
In Tough Times, Do Less, Better! Posted on April, 2023
As we face tougher business and economic times, I see too many organizations … [Read more...]
Are We Dreaming Big Enough? Posted on April, 2023
One of the things that has always attracted me to selling is it forces you to … [Read more...]
Our Customers Are Changing Faster Than We Are! Posted on April, 2023
There seems to be an arrogance or conceit in so many of the conversations I see … [Read more...]
We Need To Change The Selling Conversation!! Posted on April, 2023
I just listened to an outstanding webcast on the future of selling, conducted by … [Read more...]
Am I Ready For This Meeting? Posted on April, 2023
We spend a huge amount of time getting customers to accept a request for a … [Read more...]
Getting What We Want..... Posted on April, 2023
We want to achieve our goals---make quota, get the bonus, get the promotion, get … [Read more...]
Digital Buying Intermediaries.... Posted on March, 2023
We've seen a shift in customer buying behaviors over the years. Sales used to … [Read more...]
Basic Principles Endure..... Posted on March, 2023
The only constant is change----everything about selling has changed and will … [Read more...]
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