At a kickoff meeting earlier this week, I was having a disturbing conversation … [Read more...]
Tag: Customer Experience
Never Respond To An RFP That You Didn't Write!
First Impressions Count! Posted on February, 2019
One of the biggest issues we hear from everyone involved in sales and marketing … [Read more...]
AI And Sales, What We Misunderstand Posted on February, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is … [Read more...]
"What We Do Is Not Complicated" Posted on February, 2019
There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
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...]
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