I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
Tag: Competition
Win/Loss Analysis--Are You Learning As Much As You Should?
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...]
Problem Focused Growth Posted on April, 2021
I wrote about Product Led Growth. It's the latest hot new strategy being … [Read more...]
On Change, Tension, Conflict..... Posted on April, 2021
Might as well get this "ugly" topic out in the open for discussion. It's … [Read more...]
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