It's clear that customers struggle to buy. The majority of complex B2B buying … [Read more...]
Tag: Change
The Coming Sales Talent Crisis
Sales Person As Sense Maker Posted on February, 2019
The world, both our customers and our own, is best characterized by turbulence. … [Read more...]
AI And Sales, What We Misunderstand Posted on February, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is … [Read more...]
Sales People/Manager Churn Is Unacceptable! Posted on February, 2019
Over the past several weeks, I've been involved in a number of conversations … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
Doing What We've Always Done, When Everything Else Has Changed Posted on January, 2019
I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Building Your Support System Posted on January, 2019
This is one of those topics I never thought I would have to write about. It's a … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
On Civility Posted on January, 2019
It seems everywhere one looks, one is confronted with incivility. Virtually … [Read more...]
The New Value Proposition: Sense Making Posted on January, 2019
As it should, the concept of the value proposition has changed dramatically over … [Read more...]
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