I had a fascinating call with a young sales person. He'd been reading a lot of … [Read more...]
Tag: Customer Experience
What Do I Do With The Answers To These Questions?
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...]
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...]
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