It was a provocative outreach. The seller identified an issue he thought was … [Read more...]
"You Started This Conversation, Why Can't You Hold Up Your End Of It....?"
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...]
Customers Need Help, But Do We Want To Be Helpful? Posted on December, 2023
Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]
Is Selling Dead Or Dying? Posted on December, 2023
It's interesting to see continued predictions of the death of selling. There … [Read more...]
The "Recipe" Is Just The Starting Point..... Posted on December, 2023
Recently, just to try something different, I signed up for a cooking class. The … [Read more...]
Can You Answer This Question: "Tell Me More..." Posted on November, 2023
I've noticed a huge gap in how we equip and train our sellers, how we help them … [Read more...]
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