We engage in endless debates/discussions about our GTM strategies and how we … [Read more...]
Tag: Communicating
Our Customers Don't Care About How We Want To Sell To Them!
Why Do We Find "Objections" So Objectionable? Posted on October, 2024
"Objections," more specifically, "Objection Handling" have been a fundamental … [Read more...]
The Problem With "Solution" Selling Posted on September, 2024
OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
Are You Interested In Your Customers? Posted on September, 2024
Pop Quiz! Clear your screens/devices, put down your pencils. This is a thought … [Read more...]
On Communicating...... Posted on August, 2024
Communicating, engaging other people in conversations to achieve a goal, … [Read more...]
.......This Is Personalization???!!? Posted on August, 2024
"You have to personalize your outreach, if you expect to engage your … [Read more...]
You Don't Have To Be Right..... Posted on August, 2024
Charlie Green and I were talking about "modern sales outreach/success." We … [Read more...]
Embracing Uncertainty As A Factor, Not A Flaw Posted on August, 2024
For at least my entire career in selling and business, we have sought to … [Read more...]
Personas Are Not People, Personalization Is Not Connection! Posted on August, 2024
Often, I feel like I'm shouting into a void. Complex B2B buying and selling is … [Read more...]
Conversations...... Posted on July, 2024
Let's step out of our selling roles for a moment and talk about conversations. … [Read more...]