We misunderstand the customer digital buying journey and what it means to our … [Read more...]
Tag: Competition
The Digital Buying Journey Frees Us To Create Real Value!
54% Of Buying Journeys Fail! Posted on February, 2022
This data point has persisted for at least 10 years. Perhaps, if updated, it … [Read more...]
Win/Loss Analysis--Are You Learning As Much As You Should? Posted on January, 2022
I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
Just Because Your Customer Isn't Saying "No"......... Posted on September, 2021
Too often, we think that because the customer isn't saying "No" to us, we assume … [Read more...]
Are You Important To Your Customer? Posted on September, 2021
I have to admit, and apologize to a few folks, I lost it in a meeting … [Read more...]
Are We Underperforming Our Potential? Posted on July, 2021
It’s the end of the quarter, we’ve hit our numbers. We take a moment to … [Read more...]
What If You Couldn't Discount? Posted on July, 2021
How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
We Get Specialization Wrong! Posted on May, 2021
There's a lot of discussion about specialization in sales. We've always had … [Read more...]
The Joy Of Selling Posted on May, 2021
Why do we sell? Why do we choose a job that requires us to sell? Is it … [Read more...]
"Selling Without Feeling 'Salesy'" Posted on May, 2021
I just had a few minutes free time and skimmed Clubhouse to see if there was a … [Read more...]
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