Daily, I get inundated with emails, texts, social media messages: "I'd love … [Read more...]
Tag: Customer Experience
"I'd Love To Learn More About Your Business...."
Rethinking The Sales Process Posted on April, 2021
Preface: It's always dangerous to preface an article with a warning. This is a … [Read more...]
On Change, Tension, Conflict..... Posted on April, 2021
Might as well get this "ugly" topic out in the open for discussion. It's … [Read more...]
Pleeaaasse..... Can I Be Selected To Give You My Money..... Posted on March, 2021
A close friend--a consultant who is one of the best sales experts I've met … [Read more...]
"Seek first to understand..... Posted on March, 2021
One of the most important things a sales person can do with her customer is to … [Read more...]
Is "Helping Our Customers" Incompatible With Selling? Posted on March, 2021
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express? Posted on March, 2021
The questions we ask shape the responses we get. Too often, our questions, … [Read more...]
How Do We Win? Posted on March, 2021
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
Ban "Corporate Glamour Charts!" Posted on February, 2021
I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
- « Previous Page
- 1
- …
- 27
- 28
- 29
- 30
- 31
- …
- 101
- Next Page »