I've written quite a bit about Challenger Selling and it's many related … [Read more...]
Tag: Customer Experience
What About Challenger Buying!
Average Is Over Posted on January, 2012
I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average … [Read more...]
A Different Take On Challenging Conversations Posted on January, 2012
I've been writing a lot about changing the conversation, about challenging our … [Read more...]
What If We're Not Important? Part 2 Posted on January, 2012
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
What Happens When The Customer Doesn't Raise His Hand? Posted on January, 2012
There has been an important revolution in marketing thinking over the past … [Read more...]
Order Taker Or Solution Creator? Posted on January, 2012
The other day Seth Godin offered a short post on Sold or Bought. It offered an … [Read more...]
The Importance Of Push And Pull In Sales Posted on January, 2012
There is an interesting discussion on Focus on transforming sales organizations … [Read more...]
Looking For Ideas In All The Wrong Places Posted on December, 2011
Top performers--whether they are individual contributors, managers, or … [Read more...]
Putting A "Face" To Our Customers Posted on December, 2011
As sales people, we work with customers every day. We see them, we're in their … [Read more...]
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