When I sit down with sales organizations, we inevitably spend a lot of time … [Read more...]
Tag: Customer Experience
Sales Process, It's Not What We Do To Our Customers....
Driving Our Customers/Prospects Away! Posted on July, 2023
I, and so many others, write constantly about how buying is changing and how … [Read more...]
Talking To Customers Posted on July, 2023
As sellers, our job is to talk to customers. But apparently we do a very bad … [Read more...]
How Important Is This To Your Customer? Posted on July, 2023
As we look at our customers' problem solving/buying processes, a key question … [Read more...]
Confidence Eroders Posted on July, 2023
Hank Barnes has been writing a fantastic series of articles focusing on Decision … [Read more...]
What Does Your Customer Care About? Posted on June, 2023
Pop Quiz time...... Put everything away, pull out a pen/sheet of paper, open … [Read more...]
What ChatGPT Teaches Us About How We Sell, It's Frightening! Posted on June, 2023
Last week, filling idle time one evening, I decided to conduct an experiment … [Read more...]
Our Perspectives Limit What/How We See.... Posted on May, 2023
In March, 1976, one of the most famous covers of the New Yorker Magazine … [Read more...]
Discovering And Qualifying Is Not Just For Sellers Posted on May, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
"Foreign Language" Training Must Be Mandatory For Sellers!! Posted on May, 2023
A lot of you might be scratching your heads, "What is Dave talking about, all … [Read more...]
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