Today, Anthony Iannarino and I had a discussion on Focus.com on the Perils of … [Read more...]
Tag: Communicating
What Are You Worth To Your Customer?
What If You Sold What Customers Wanted To Buy? Posted on September, 2011
We know what we want to sell. We've ben trained, we have all our brochures and … [Read more...]
Steeling Myself For The Aftermath Of DreamForce Posted on September, 2011
It's not just an Dreamforce occurrence, it happens with every conference I … [Read more...]
Will You Let Me Buy, Rather Than Trying To Sell To Me! Posted on September, 2011
Today, I was doing some research on upgrading a product I currently used. I … [Read more...]
CRM, The Biggest Sales Productivity Drain In 10 Years! Posted on August, 2011
Hold on, before you react to this title, take a moment to understand! Talking … [Read more...]
How Well Do You Understand Your Customer's Business? Posted on August, 2011
We know our products, our competition, our companies well. But this isn't what … [Read more...]
On Collaboration And Partnering Posted on July, 2011
More than ever before, collaboration and partnering are critical to business … [Read more...]
It's Not About The Questions, It's The Conversation Posted on July, 2011
There's a huge amount of discussion about questions in selling. Entire books … [Read more...]
Questions, Questions, What Are The Right Questions? Posted on July, 2011
I've been involved in a number of conversations about questions recently. … [Read more...]
What Happened To Common Sense? Posted on July, 2011
I was talking to a customer today--not one of mine--possibly one of yours. We … [Read more...]
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