When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
Tag: Customer Experience
Does Your Customer Understand Their "Why?"
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...]
Why, What, How, Who, When, Where Posted on August, 2020
We see versions of these words in different contexts. If you've ever been a … [Read more...]
The Future Of Selling, Not What You Think It Will Be Posted on August, 2020
There seems to be wide agreement that the pandemic and related economic and … [Read more...]
Selling The Way You Buy Posted on August, 2020
Today, I had a great text conversation with an outstanding sales manager. The … [Read more...]
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
The Problem With Account Planning Posted on July, 2020
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
It's Not Always About The Deal Posted on July, 2020
One of the things I see too many sales people doing is focusing only on the … [Read more...]
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