We constantly get it wrong, as sales people we focus on our products and what we … [Read more...]
Tag: Customer Experience
Buying Has Nothing To Do With The Product We Sell!
What Do We Talk To Them About? Posted on December, 2011
What do we talk to our customers and prospects about? To me, the answer is … [Read more...]
Being Wrong -- It Can Be A Great Starting Point Posted on December, 2011
A number of years ago, I was prospecting. It was a mid-sized company. I had a … [Read more...]
Let's Put An End To Product Training! Posted on December, 2011
I can already hear the distress from product managers and product marketing … [Read more...]
Buyer's Remorse Posted on December, 2011
Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]
Before We Challenge Our Customers, We Have To First Challenge Ourselves! Posted on December, 2011
I've been writing a lot about the importance of sales people challenging their … [Read more...]
Insight Based Selling --- It's Not Rocket Science Posted on December, 2011
There's a lot of talk about Insight Based Selling. It's a great conversation, … [Read more...]
Our Customers Are Missing The Opportunity To .... Posted on December, 2011
I get involved in helping launch lots of products. Clients are bringing new … [Read more...]
Sending Your Sales People Out Naked, The Problem With "Challenger Selling" Posted on December, 2011
Over the past month or so, there's been a huge amount of conversation about … [Read more...]
Buying Isn't Important, It's The Results Of Buying That Are Important! Posted on November, 2011
We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
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