Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
Tag: Change
Is "Helping Our Customers" Incompatible With Selling?
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
How Do We Win? Posted on March, 2021
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
Figuring Things Out! Posted on March, 2021
Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]
Give Your People The Chance To Do Their Jobs! Posted on February, 2021
It's funny, every once in a while I find myself in similar conversations with … [Read more...]
Buying/Selling Vs Buyer/Seller Posted on February, 2021
Recently, I've been trying to shift my own thinking and vocabulary about buying … [Read more...]
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Rethinking Sales Enablement Posted on February, 2021
Billions are invested in sales enablement programs, worldwide. We have tools, … [Read more...]
Being Helpful To Customers Posted on February, 2021
Increasingly, we are learning the key to our success, as sales people, is to be … [Read more...]
Can You Actually Convince Your Customers? Posted on February, 2021
There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]
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