Buying has changed. The traditional role of the sales person in "teaching" the … [Read more...]
Tag: Communicating
Buyers Are Self Educating, So Should Sellers!
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
But Your Price Is Still Too High! Posted on May, 2013
My post, "But Your Price Is Too High" has generated well over 100 comments … [Read more...]
"I Need An Excuse To Get Back Into The Customer" Posted on April, 2013
I hear it all the time, "I need an excuse to get back into the customer. Let me … [Read more...]
Insight Is All About Having A Point Of View Posted on April, 2013
Insight is all about having a point of view, but too often I see sales people … [Read more...]
Customer Retention, Whose Job Is It Anyway? Posted on April, 2013
I wrote, Customer Retention-Different Approaches, the other day. It stimulated … [Read more...]
Price Is Meaningless Until You Establish Business Value Posted on March, 2013
This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
Let Me Get Back To You..... Posted on March, 2013
You've finally gotten a meeting with that key executive. It's taken weeks to … [Read more...]
Creating Social Business Success Posted on March, 2013
Every week, I would venture there are over 100 blog posts or articles talking … [Read more...]
MOVE Or Die! Posted on March, 2013
Imagine, you are in the middle of a road, a car is hurtling at 60 miles per hour … [Read more...]
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