I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
Tag: Customer Experience
The Wentworth Prospect
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
On Qualifying! Posted on August, 2021
Qualifying our prospects/customers is critical for sales people. We want to … [Read more...]
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
The Future Of Work Is Not About Where We Work From Posted on August, 2021
I am probably sounding like a broken record. I apologize, but I think we are … [Read more...]
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Situational Adaptability Posted on August, 2021
I got a prospecting call. We had actually arranged a conversation, the company … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 2 Posted on August, 2021
It's become high fashion to declare the future of selling is "virtual." While … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 1 Posted on August, 2021
As we emerge from the pandemic, there are a lot of discussions about the future … [Read more...]
Asking The Wrong Questions! Posted on August, 2021
Our engagement strategies are, too often, failing us. I suspect it's because we … [Read more...]
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