Habit 2 of Stephen Covey's famous, "The Seven Habits Of Highly Effective … [Read more...]
"Start With The End In Mind," Our Disconnect With Customers.....
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
Do You Suffer From "Selling Bad Breath" Posted on March, 2024
"Selling Bad Breath" repulses the people we are trying to reach. Somehow when we … [Read more...]
Are We Doing Things "To," "For," Or "With" Others? Posted on February, 2024
Sometimes a simple change in a single word changes our mindset and those who we … [Read more...]
"You Started This Conversation, Why Can't You Hold Up Your End Of It....?" Posted on January, 2024
It was a provocative outreach. The seller identified an issue he thought was … [Read more...]
Letting Our Customers Ask Us The Wrong Questions! Posted on January, 2024
It's SKO season, yesterday I was leading a discussion with a great sales team. … [Read more...]
What We Miss About Value Posted on January, 2024
The majority of sellers don't understand value. As a result, the only thing … [Read more...]
Scaling "Sameness...." Posted on January, 2024
Differentiation is critical. We know it. We invest a lot of time and effort in … [Read more...]
Is Outbound Mundane? Posted on January, 2024
In reading an article about the latest hints and tips in using AI for … [Read more...]
On Connections, Connecting, And Reconnecting ...... Posted on December, 2023
Yes, we've all come to despise connection requests. Our inboxes are filled with … [Read more...]
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