A friend called me for advice today. He's a great sales person, a big deal … [Read more...]
Tag: Customer Experience
Are You Aligned With Where Your Customer Is In Their Buying Process?
Provocation Or Obnoxiousness? Posted on September, 2015
The concept of provoking our customers, getting them to think about their … [Read more...]
Closing The Sale Posted on September, 2015
Earlier today, I was interviewed for an article on "Closing The Sale." The … [Read more...]
The Challenger Customer Posted on September, 2015
Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
It's Not About You! Posted on August, 2015
I'd spent a long day doing deal reviews and a few critical call planning … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
Making Our Customers' Lives Better Posted on July, 2015
My article, How B2B Customers Make Decisions, sparked a lot of discussions in … [Read more...]
Looking In The Mirror Posted on July, 2015
As sales and marketing professionals, we are supposed to help our customers … [Read more...]
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