We set ourselves up for failure, we set our customers up for failure when we … [Read more...]
Tag: Customer Experience
Don't Let Your Customer Buy Because Of What Your Product Costs!
Is Your Customer Prepared For This Meeting? Posted on January, 2021
We are all busy. Whether it's going from call to call, virtual meeting to … [Read more...]
Reveling In Complexity Posted on January, 2021
As we look at complex B2B enterprise level solutions, without a doubt, they are … [Read more...]
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...]
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