Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
Tag: Communicating
What Do Our Customers "Owe" Us?
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...]
A Paradox, The Sales Process And The Buying Journey Posted on March, 2019
As sales professionals we face an intriguing paradox. We know, for complex B2B … [Read more...]
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
First Impressions Count! Posted on February, 2019
One of the biggest issues we hear from everyone involved in sales and marketing … [Read more...]
Sales People/Manager Churn Is Unacceptable! Posted on February, 2019
Over the past several weeks, I've been involved in a number of conversations … [Read more...]
Authenticity Posted on January, 2019
Authenticity has become a buzzword tossed around social media too casually. We … [Read more...]
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
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