Context is everything! Each of our customers is different, each company has … [Read more...]
Tag: Communicating
The Sales Person As "Contextualizer"
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Hiring For "Caring" Posted on July, 2019
My good friend, Buck McGugan, and I were having a conversation about sales … [Read more...]
You're Not Ready For That Call! Posted on June, 2019
Somehow, it seems that a post on preparing for sales calls/meetings would be … [Read more...]
Who Am I Talking To? Posted on May, 2019
I suppose I'm being naive. I had always thought "social platforms," were a way … [Read more...]
Driven To Distraction---"Love The One You're With" Posted on May, 2019
In November, 1970, Stephen Stills released his hit single, "Love The One You're … [Read more...]
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
I'll Use Whatever "F**king" Language I Want And Other Self Centered Behaviors Posted on April, 2019
Language, that is the use of foul language, inevitably comes up on posts in my … [Read more...]
"The Customer Is Incompetent!" Posted on April, 2019
In the past week, I've participated in two reviews where the sales person has … [Read more...]
Product Centric Selling, It Really Is About Us! Posted on March, 2019
I've been having an email conversation with a colleague about, "Why are sales … [Read more...]
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