Before continuing, I have to give credit to this phrase and important concept to … [Read more...]
Tag: Competition
Banish These Words, "For Now..."
Sales Role Specialization Posted on December, 2020
A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]
"We Will Never Revert Back...." Posted on December, 2020
The pandemic and associated economic disruption has forced all of us to reinvent … [Read more...]
Obsessing On The Competition Posted on October, 2020
The sales call started nicely. The sales person started asking me questions … [Read more...]
Are You Really Differentiated? Posted on October, 2020
We all know the importance of differentiation. If we aren't differentiated from … [Read more...]
Mistakes Will Be Made.... Posted on October, 2020
Too often, we live in fear of failure. We live in fear of making mistakes. In … [Read more...]
Do Our Discovery Questions Really Allow Us To Do That? Posted on September, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Your Competition Isn't Who You Think It Is Posted on July, 2020
I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
Your Value Proposition Must Be More Valuable Now! Posted on April, 2020
Creating value with our customers has never been more important than it is now. … [Read more...]
Making It Safe To Fail? Hogwash! Posted on February, 2020
I read an article from a very large consulting company entitled, "Have you made … [Read more...]
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