Too often, we think that because the customer isn't saying "No" to us, we assume … [Read more...]
Tag: Execution
Just Because Your Customer Isn't Saying "No".........
Who's Coaching Our Customers? Posted on September, 2021
Everyone needs coaching. I've spent a lot of time in this blog talking about … [Read more...]
Value Is Not A Destination Posted on September, 2021
Too often, when sales people talk about value, it seems it's some sort of fixed … [Read more...]
Are You Important To Your Customer? Posted on September, 2021
I have to admit, and apologize to a few folks, I lost it in a meeting … [Read more...]
Stop Wasting Time Prospecting! Posted on September, 2021
95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
"But We're Making Our Number....." Posted on September, 2021
Recently, I had an interesting conversation with an executive. It was a large … [Read more...]
The Wentworth Prospect Posted on September, 2021
I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
"How Will This Initiative Be 'Gamed'" Posted on September, 2021
I spend my time with clients thinking about and implementing major change … [Read more...]
Creating Places Where People Want To Work Posted on August, 2021
A new word/concept is creeping into my vocabulary, "The Great Resignation." I … [Read more...]
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