There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
Tag: Customer Experience
"What We Do Is Not Complicated"
The Buyer's Journey, One Step At A Time Posted on January, 2019
Most sales people focus on the outcome of the deal. They want to get to the … [Read more...]
When Non-Salespeople Sell Posted on January, 2019
Saturday morning, I was waiting for my appointment to get my haircut. Regina … [Read more...]
Are You Selling Your Experience Or Your Value?* Posted on January, 2019
Too often, we confuse our experience with creating value. While they are … [Read more...]
How "Sales-speak" Limits Us Posted on January, 2019
Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
What We Think Of Our Customers Colors Our Engagement Posted on December, 2018
Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]
Faux Transformations Posted on November, 2018
The word "transformation," has become the buzzword for 2018. Every consultant, … [Read more...]
In Praise Of Pushy Sales People Posted on November, 2018
I probably should come out of the closet. I'm a pushy sales person. Perhaps … [Read more...]
Scaling "Authentic Conversations" Posted on November, 2018
I just received one of those emails. I'm on a distribution list, I've been … [Read more...]
Forecast Integrity Posted on November, 2018
Recently, I was in a discussion with a great sales management team. At one … [Read more...]
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