As we look at complex B2B enterprise level solutions, without a doubt, they are … [Read more...]
Tag: Customer Experience
Reveling In Complexity
What If We Stopped Focusing On Sales, What If We Focused On Selling? Posted on January, 2021
Some readers will suggest I'm playing with words, I don't mean to be. I'm … [Read more...]
Right-Level Selling Posted on December, 2020
We've always been taught to "call high." We are supposed to reach "The … [Read more...]
Sales Role Specialization Posted on December, 2020
A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]
Why Does Your "Bot" Want To Talk To Me? Posted on December, 2020
We are in a period where automation has run amuck. "Bots" and Artificial … [Read more...]
It Really Is Only About Me! Posted on December, 2020
Every day, three times a day, I go through my inbox---both email and social … [Read more...]
Your Customers Aren't Buying Your Product, So Why Do You Keep Selling It? Posted on December, 2020
I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]
Templates, Scripts, Context, and Variability Posted on November, 2020
I read a fascinating discussion led by Jeff Molander on the Copy … [Read more...]
Looking For What Isn't Being Done Or Said Posted on November, 2020
Just today, alone, I've been in several meetings. A couple were deal reviews, … [Read more...]
Are You Curious About Who Your Customer Is? Posted on November, 2020
It seems odd to write a post for sales professionals (and unprofessionals), … [Read more...]
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