It’s so intriguing, we see our customers and prospects struggling with buying. … [Read more...]
Tag: Change
Buying Is Broken, What's This Mean For Selling?
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...]
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...]
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