Hank Barnes' research on buyer remorse (and other things) is some of the most … [Read more...]
Tag: Competition
Are Your Customers Doing Their Homework?
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...]
Innovation And Copying Posted on June, 2022
Too often, we think we are innovating, when all we are doing is copying. We … [Read more...]
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