I watched a fascinating short film, "Work, I Think It Numbs You, Somehow." It … [Read more...]
Tag: Customer Experience
Are We Numbed By Work?
"Who Do You Work For?" Posted on November, 2021
My friend Rene Voorhorst and I were having one of our periodic conversations. … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
The Digital Buying Journey Is Very Human Posted on November, 2021
We see tremendous research on the digital buying journey. We know customers … [Read more...]
On Questions And Questioning Posted on October, 2021
Questions are probably one of the most critical tools for sales people and all … [Read more...]
The Pandemic, What Buyers Discovered Posted on October, 2021
As sellers, the pandemic has forced us to rethink our work and how we engage our … [Read more...]
"I Feel Like I'm Being A Pest!" Posted on October, 2021
As I talk to sales people, I'm hearing this frustration being expressed more and … [Read more...]
The Customer Is NOT Always Right! Posted on October, 2021
For decades, there's the image of the "customer is always right." Sales people … [Read more...]
The Great Reinvention! Posted on October, 2021
There's a lot of talk about the Great Resignation. Partly, a result of the … [Read more...]
Tired Selling Advice Posted on October, 2021
Even "sales gurus" get it wrong. I was reading an article entitled "15 Rules Of … [Read more...]
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