Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that … [Read more...]
Tag: Customer Experience
Project Management And Sales Methodology
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...]
Does Your Customer Understand Their "Why?" Posted on September, 2020
When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
The Five "Why's" Posted on September, 2020
The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]
On Culture, Values, Beliefs Posted on September, 2020
There's always a lot of talk about corporate culture, values, and beliefs. Too … [Read more...]
"Do As I Say, Not As I Do!" Posted on September, 2020
My parents were core in establishing my values and helping me grow as an … [Read more...]
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