Communicating Archives - Page 32 of 113

Tag: Communicating

Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express?
Posted on March, 2021

The questions we ask shape the responses we get. Too often, our questions, … [Read more...]

Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]

I was reviewing a presentation a client was preparing for a critical customer … [Read more...]

February 17, 2021 by David Brock 4 Comments

You are probably shocked. "Dave doesn't write about this stuff, he usually … [Read more...]

Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]

February 10, 2021 by David Brock 1 Comment

Recently, I've been trying to shift my own thinking and vocabulary about buying … [Read more...]

I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]

Increasingly, we are learning the key to our success, as sales people, is to be … [Read more...]

There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]

A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]