There seems to be an arrogance or conceit in so many of the conversations I see … [Read more...]
Tag: Change
Our Customers Are Changing Faster Than We Are!
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...]
On "Intelligence," A Conversation..... Posted on March, 2023
Some of my most interesting conversations these days are with my new friend, … [Read more...]
Making B2B Buying More Like Amazon..... Posted on March, 2023
I got one of those emails today. Somebody wanted to talk to me about the … [Read more...]
What About Our Competitors??? Posted on March, 2023
We are obsessed with our competition. We study them and their strategies. We … [Read more...]
What Problem Is Your Customer Trying To Solve? Posted on March, 2023
My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain … [Read more...]
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