We all know the importance of differentiation. If we aren't differentiated from … [Read more...]
Tag: Competition
Are You Really Differentiated?
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...]
Committed To Stupidity Posted on November, 2019
Sadly, every day I see more sales people committed to stupidity. It's not … [Read more...]
How Do You Win? Posted on July, 2019
My good friend, Andy Paul, and I were talking about the state of selling today. … [Read more...]
Challenging Our Customers' Status Quo Posted on June, 2019
We all know to acquire a new customer, we need to incite them to change, to get … [Read more...]
Sensemaking: Selling To A Hierarchy Of Challenges Posted on June, 2019
This post is the ninth post in my series on Sensemaking. Like the eighth post, … [Read more...]
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