How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
Tag: Change
What If You Couldn't Discount?
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...]
How Value And Value Creation Evolves Posted on June, 2021
It's imperative that we continue to evolve our thinking on value and value … [Read more...]
Rethinking Qualification Posted on June, 2021
Qualification is, perhaps, one of the most important factors to our sales … [Read more...]
Rethinking Rev Ops Posted on May, 2021
There's a lot of discussion about rev ops. In a lot of it, I wonder, "What … [Read more...]
Start With The Customer Posted on May, 2021
When we look at our Go To Customer strategies, we make them more complicated … [Read more...]
We Get Specialization Wrong! Posted on May, 2021
There's a lot of discussion about specialization in sales. We've always had … [Read more...]
Targeting People Who "Do The Work" Posted on May, 2021
I grew up in sales always being told, "Call at the top!" We always want to … [Read more...]
Buyer Personas Are Not The Same, Even For The Same Persona! Posted on May, 2021
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
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