Most sales people are very fast-we think fast, we react, we talk. We're … [Read more...]
Tag: Customer Experience
Shooting From The Lip
Searching For Answers Posted on August, 2013
Answers are what we, as sales people, are about---we look for answers from our … [Read more...]
The Insight Driven Organization Posted on August, 2013
It's clear that our customers want to be engaged differently. High performing … [Read more...]
Complicated Things Versus Complicating Things Posted on August, 2013
Without a doubt, our personal and business worlds are complicated--and getting … [Read more...]
Belief And Confidence, Critical For Sales Success Posted on August, 2013
To be successful as sales professionals we have to believe in ourselves. We … [Read more...]
Is Added Value Really Value Add? Posted on August, 2013
Added Value has always been an important idea in at least my sales career. It … [Read more...]
Do You Really Know Your Sweet Spot? Posted on August, 2013
Maximizing sales success, market penetration, and growth requires knowing your … [Read more...]
What Do Reductionism And Machine Design Have To Do With Selling And Buying? Posted on August, 2013
It's probably hard to conceive of a sales guy, like me, using a multi-syllabic … [Read more...]
Knowing More Than Our Customers Posted on August, 2013
I get disturbed by much of the hyperbole around Insight Selling and Teaching Our … [Read more...]
"Problem Talking" Is Not "Problem Solving" Posted on August, 2013
As sales people, we build the greatest value for our customers by helping them … [Read more...]
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