Both the data an our experiences show this, customers are spending less time … [Read more...]
Tag: Communicating
Customers Are Spending Less Time With Salespeople.....
Standing Out When The "Well Is Poisoned" Posted on July, 2022
Recently, I've had a number of conversations with frustrated executives. CROs … [Read more...]
What Our Customers Are Trying To Learn.... Posted on July, 2022
As sellers, we seem to think the most important thing to our customers is … [Read more...]
Pay Attention To What We Say, Not How We Execute... Posted on July, 2022
My dad was a great teacher and role model. But every once in a while, I'd start … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Selling Process Or Buying Process? Posted on July, 2022
This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
Call Prep, Doing The Work! Posted on July, 2022
It seems in virtually every professional endeavor that the prep work is as … [Read more...]
We Just Need To Make More Customer Calls! Posted on July, 2022
Universally, we hear, "We just need to be talking to more customers!" More … [Read more...]
Should Sellers Respond To Personalized Cold Emails "Out Of Respect?" Posted on July, 2022
99% of the cold emails I get are personalized. Usually, it's David, though only … [Read more...]
Productive Disagreement Posted on July, 2022
Wherever we turn, it seems we are becoming increasingly disagreeable and … [Read more...]
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