I've always sought to understand my prospects' and my customers' business better … [Read more...]
Tag: Change
Understanding Our Customers' Businesses Better Than They Do?
Objecting To Objections Posted on April, 2022
Lately, I've been watching some eLearning programs on objection handling. It … [Read more...]
Should We Be That Surprised By The Digital Buying Journey? Posted on April, 2022
The "big news" in customer engagement is the customer digital buying journey. … [Read more...]
When Is An Interruption Not An Interruption? Posted on April, 2022
I see lots of conversations about "interrupting our customers." There are … [Read more...]
Who Said No? Why? Posted on April, 2022
My friend Brian MacIver added a brilliant comment to my post "On Consensus … [Read more...]
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us.... Posted on April, 2022
I've been involved in business, primarily customer facing or leadership roles, … [Read more...]
On Consensus Buying Posted on April, 2022
We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
Time Managing Us! Posted on March, 2022
First, a disclaimer. This post is probably more directed to me than anyone … [Read more...]
The "Adaptable Selling Process" Posted on March, 2022
I went through my very first sales training class in the late 70's. We were … [Read more...]
Yearning To Be Unemployed!!! Posted on March, 2022
Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. … [Read more...]
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