A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
Tag: Change
Selling Is A Human Process, Part 2
Meeting Complexity With Complexity Posted on January, 2021
We are surrounded by complexity--in our business, in our communities, in our … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
Getting What We Want Posted on January, 2021
Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]
The Problem With Our "Discovery Process" Posted on January, 2021
We've all been taught the importance of "discovery." It's that process where we … [Read more...]
Is Your Solution Easy To Buy? Posted on January, 2021
We focus a lot of our sales enablement and related efforts on making our … [Read more...]
Don't Let Your Customer Buy Because Of What Your Product Costs! Posted on January, 2021
We set ourselves up for failure, we set our customers up for failure when we … [Read more...]
Reveling In Complexity Posted on January, 2021
As we look at complex B2B enterprise level solutions, without a doubt, they are … [Read more...]
Making A Difference, Pursuing Your Passions Posted on December, 2020
As we come to the end of 2020, I want to reflect a moment. Yes, I know we are … [Read more...]
Banish These Words, "For Now..." Posted on December, 2020
Before continuing, I have to give credit to this phrase and important concept to … [Read more...]
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