Today, a reader reminded me about something I said in an Openview Partners … [Read more...]
Tag: Communicating
Your Most Important Sales Call, What's Your Plan?
Customers Only See Their Part Of The Problem Posted on February, 2016
In today's complex B2B world, we know our customers struggle to solve their … [Read more...]
You Want To Take My Money, But Who Are You? Posted on February, 2016
Every day, it seems there is a new sales, marketing, customer service tool … [Read more...]
Customer Stuck? Not Moving Forward? Posted on January, 2016
It's a common lament among sales people, "I'm trying to close the customer, I … [Read more...]
Everyone Is Fighting A Battle You Know Nothing About!* Posted on January, 2016
Today, I had an unusual exchange of emails with a top executive (client and … [Read more...]
My "Bot" Will Talk To Your "Bot" Posted on January, 2016
Recently, I was asked to comment for an eBook on Attention Scarcity In … [Read more...]
Giving The Customer More Than They Paid For Posted on January, 2016
We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Value Prop Aligned With What The Customer Values? Posted on January, 2016
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Your People's Performance Is A Reflection Of Your Performance Posted on January, 2016
It's impossible to be a top performing manager if your people aren't … [Read more...]
Sell The Vision, It's Easier Than Selling The Product! Posted on January, 2016
I've never sold a computer or licensed software in my career. I've never sold … [Read more...]
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