Recently, I was speaking with an executive whose team was involved in a major … [Read more...]
Tag: Communicating
Customers Don't Care About Their Buying Journey!
Our Customers' Stories Posted on October, 2018
Storytelling is important. None of us live in a world of data and logic, as … [Read more...]
"Sales Is Just Another Information Delivery Channel" Posted on September, 2018
In the distant past, sales people were a primary channel for customer for … [Read more...]
Relationships Matter--But What Does That Mean? Posted on September, 2018
Andy Paul wrote a terrific piece on relationships (visit TheSalesHouse to get … [Read more...]
Walking, Talking Product Brochures---Selling Is More Than This Posted on August, 2018
I don't know how many sales calls I observe. Over the course of years, it's … [Read more...]
What Did The Customer Learn As A Result Of Our Meeting? Posted on August, 2018
Usually, after a sales call, we ask ourselves, "Did I accomplish my … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
The Questions Sales People Ask? Posted on July, 2018
Questioning is critical for sales people. Every sales training program focuses … [Read more...]
Technology Only Gets Us So Far Posted on July, 2018
I'm a great fan of much of many sales technologies. There are tools that … [Read more...]
Hearing What We Don't Want To Hear Is Critical Posted on July, 2018
It seems, as human beings, we are increasingly less open to hearing differing … [Read more...]
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