I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]
Tag: Customer Experience
Your Customers Aren't Buying Your Product, So Why Do You Keep Selling It?
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...]
Project Management And Sales Methodology Posted on November, 2020
Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that … [Read more...]
Are You Really Differentiated? Posted on October, 2020
We all know the importance of differentiation. If we aren't differentiated from … [Read more...]
What Do I Do With The Answers To These Questions? Posted on October, 2020
I had a fascinating call with a young sales person. He'd been reading a lot of … [Read more...]
What Is The Customer Completing In Their Buying Journey? Posted on October, 2020
Right now, open up your CRM system. Go to the opportunity tab, look at your … [Read more...]
Are You Solving For Your Customers' "Feeling" Posted on October, 2020
"Sales is all about people!" It's been one of those throw away terms all of us … [Read more...]
Do Our Discovery Questions Really Allow Us To Do That? Posted on September, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
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