Recently, I read a pretty old article in HBR: Business Marketing: … [Read more...]
Tag: Competition
Value Realization Is Only Table Stakes, What Differentiates Us?
Are Your Customers Doing Their Homework? Posted on October, 2022
Hank Barnes' research on buyer remorse (and other things) is some of the most … [Read more...]
Qualifying, A Primer Posted on September, 2022
I've been writing a series of posts about selling basics. Too often, we take … [Read more...]
Using What You Sell..... Posted on August, 2022
Some years ago, I was responsible for leading sales/marketing for IBM's … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Sales Is Hard....... Posted on July, 2022
I've been following a fascinating discussion led by David Masover on LinkedIn. … [Read more...]
Call Prep, Doing The Work! Posted on July, 2022
It seems in virtually every professional endeavor that the prep work is as … [Read more...]
We Just Need To Make More Customer Calls! Posted on July, 2022
Universally, we hear, "We just need to be talking to more customers!" More … [Read more...]
A Bigger Piece Of The Pie Posted on June, 2022
This weekend, in celebration of the beginning of summer, I was invited to a … [Read more...]
The Great Customer Resignation Posted on June, 2022
I recently read an article about the coming Great Customer Resignation. The … [Read more...]
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