Too often, both we sales people and our customers confuse wants and needs. They … [Read more...]
Tag: Customer Experience
Confusing Wants And Needs
Why Do You Sell? Posted on April, 2014
The other day I was having a conversation with someone. He asked a very … [Read more...]
Scroll Factor And Problem Solving Posted on April, 2014
Email is such a powerful tool for communicating. Properly used, it can really … [Read more...]
The Customer Is A Real Person, Not An Abstraction! Posted on April, 2014
Recently, I wrote, "Solve The Damn Problem!" It's generated a lot of … [Read more...]
Just Solve The Damn Problem! Posted on April, 2014
I was oddly amused and somewhat saddened observing a situation from the … [Read more...]
Late To The Party! Posted on March, 2014
Ever show up to a party late? Groups have formed, everyone's deeply engaged in … [Read more...]
When Are We Going To Understand, It Really Isn't About The Product! Posted on March, 2014
Over the past few weeks, I've been on the road constantly, I think I've logged … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
Setting Expectations Posted on March, 2014
I'm encamped in our local Starbucks, busy with my morning series of conference … [Read more...]
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