People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
Tag: Change
Who Is OUR Buyer?
What's Your Ideal Customer Profile Posted on August, 2021
Not every customer is "our" customer or even a potential customer. It's common … [Read more...]
Give Your Sales People What They Need! Posted on August, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement … [Read more...]
Do You Have A Brain Trust? Posted on August, 2021
Every two weeks, on Friday afternoon, I have a call with Brent. Once a month, … [Read more...]
It Really Isn't About The Numbers! Posted on July, 2021
All of us focus on the "numbers." We are driven to "make the numbers," because … [Read more...]
What If They Aren't Looking? Posted on July, 2021
We know that customers are moving increasingly to a digital buying journey, … [Read more...]
Buying Is Broken, What's This Mean For Selling? Posted on July, 2021
It’s so intriguing, we see our customers and prospects struggling with buying. … [Read more...]
What If You Couldn't Discount? Posted on July, 2021
How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
Thinking About Objections Posted on June, 2021
Sales people have always had a bit of a weird mindset on objections. We do … [Read more...]
What If We Started With A Blank Sheet Of Paper? Posted on June, 2021
Buying is changing profoundly. This impacts everything we do to try to engage … [Read more...]
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