Over time, I've noticed some striking things about data and how we misuse it. … [Read more...]
Tag: Change
Data Is Data, Not Laws Of Nature!
Why Are Sellers So Anxious To Kill Off Selling? Posted on March, 2022
There's a huge amount of discussion about the digital buying journey and the … [Read more...]
Are You Asking The "Right" Questions Posted on March, 2022
We know effective questioning is critical for sellers and leaders. Virtually … [Read more...]
The Problem With "Discovery" Posted on February, 2022
For decades, sales people have been taught about the importance of "Discovery." … [Read more...]
The New Sales Channel Posted on February, 2022
Channels "partners" have been a part of sales ever since sales have existed. … [Read more...]
What Does The Customer Need To Move Forward? Posted on February, 2022
There's a major flaw in most of our (sellers/marketers) mindsets when we think … [Read more...]
"This Is The Way We Have Always Done Things....." Posted on February, 2022
I was reading a LinkedIn conversation between a number of people I really … [Read more...]
Prospecting Is Hard, Why Do We Insist On Making It More Difficult? Posted on February, 2022
Every day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail … [Read more...]
Why Should We Expect Our Customers To Change? Posted on February, 2022
What sellers do is drive customers to change. Whether it's a change effort … [Read more...]
Our Commitment To "Just Good Enough" Posted on February, 2022
My news feeds are filled with discussions about great customer engagement. … [Read more...]
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