As we emerge from the pandemic, there are a lot of discussions about the future … [Read more...]
Tag: Communicating
Virtual Selling Is Not The Future Of Sales! Part 1
Asking The Wrong Questions! Posted on August, 2021
Our engagement strategies are, too often, failing us. I suspect it's because we … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
Give Your Sales People What They Need! Posted on August, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement … [Read more...]
Do You Have A Brain Trust? Posted on August, 2021
Every two weeks, on Friday afternoon, I have a call with Brent. Once a month, … [Read more...]
What If They Aren't Looking? Posted on July, 2021
We know that customers are moving increasingly to a digital buying journey, … [Read more...]
Buying Is Broken, What's This Mean For Selling? Posted on July, 2021
It’s so intriguing, we see our customers and prospects struggling with buying. … [Read more...]
What If You Couldn't Discount? Posted on July, 2021
How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
How Important Is Price? Posted on July, 2021
Price is important—of course, but sometimes I think we, sales people, make it … [Read more...]
Thinking About Objections Posted on June, 2021
Sales people have always had a bit of a weird mindset on objections. We do … [Read more...]
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