Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
Tag: Customer Experience
How "Sales-speak" Limits Us
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...]
Who's Your Competitor, Looking In All The Wrong Places Posted on November, 2018
The email asked me to participate in a market research survey. It was from one … [Read more...]
"Touching The Customer 1 Time, Annoying Her 6 More Times!" Posted on October, 2018
We all know the importance of reaching out to "touch the customer." We know … [Read more...]
Putting You Money Where Your Mouth Is! Posted on October, 2018
I've been working with sales professionals (and unprofessionals) for more years … [Read more...]
Customers Don't Care About Their Buying Journey! Posted on October, 2018
Recently, I was speaking with an executive whose team was involved in a major … [Read more...]
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