My wife hates going to Doctors---I actually think that's a basic intelligence … [Read more...]
Tag: Customer Experience
What's The Diagnosis?
Creating Excuses To Keep Going Back To The Customer Posted on July, 2012
I was in a fascinating discussion the other day. We are talking about … [Read more...]
Consultative Selling--We See Great Examples Everywhere Posted on July, 2012
As people, particularly we consultants, are prone to do, we make things more … [Read more...]
One Size Does Not Fit All Posted on July, 2012
I wrote about "The End Of Solution Selling" the other day. There's a rich … [Read more...]
"The End Of Solutions Sales" Posted on July, 2012
In the latest issue of the Harvard Business Review, the folks at the Conference … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
Managing Complexity Posted on July, 2012
It should come as no surprise to anyone that has been semi-conscious over the … [Read more...]
If It's Common Sense, Why Isn't It Common Practice? Posted on July, 2012
I was having coffee with a close friend, @francineallaire, this morning. She's … [Read more...]
The Intrusiveness Of Prospecting Posted on July, 2012
I've been carrying on a number of discussions in various forums on LinkedIn. … [Read more...]
Reading The Buyers' Minds Posted on July, 2012
As sales people, we always are trying to get into our Buyers' minds. We want to … [Read more...]
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