Complex B2B buying is never easy. I've written, extensively, about how … [Read more...]
Tag: Communicating
Buying During Difficult Times
Pick Up The Phone And Talk To A Customer Posted on March, 2020
It's a unique time in history. We are all struggling with fear, uncertainty, … [Read more...]
Buying Is About People, Why Isn't Selling? Posted on March, 2020
Buying is about people. They are part of organizations and teams. They are … [Read more...]
Knowledge Is Power, Shared Knowledge Is.... Posted on March, 2020
Knowledge is power. We try to accumulate as much knowledge as we can. It gives … [Read more...]
If Cold Calling Is Dead, Why Is The Topic So Hot? Posted on February, 2020
Someone tried to suck me into a LinkedIn discussion on cold calling today. The … [Read more...]
Social Selling, Bar Hopping, And Relationship Commoditization Posted on February, 2020
Listen to the proponents of "Social Selling," and it is the future of selling. … [Read more...]
Lessons For Sales Leadership Posted on February, 2020
One of my favorite podcasts is the Lessons For Sales Leadership, hosted by Brent … [Read more...]
We Have "Customer Intelligence," But Little Intelligent Selling/Marketing Posted on February, 2020
I'm sorry for whining, perhaps I got up on the wrong side of the bed. Lately, … [Read more...]
On C-Level Buying Posted on February, 2020
As sales people, we learn that we are to call high. We should be reaching the … [Read more...]
What Does It Mean To Be "Authentic" Posted on February, 2020
I was recently have a discussion with someone. It spanned some comments on … [Read more...]
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