Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]
Tag: Execution
"One Size Fits All....."
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Rethinking Sales Enablement Posted on February, 2021
Billions are invested in sales enablement programs, worldwide. We have tools, … [Read more...]
Being Helpful To Customers Posted on February, 2021
Increasingly, we are learning the key to our success, as sales people, is to be … [Read more...]
Meeting Complexity With Complexity Posted on January, 2021
We are surrounded by complexity--in our business, in our communities, in our … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
Getting What We Want Posted on January, 2021
Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]
The Problem With Our "Discovery Process" Posted on January, 2021
We've all been taught the importance of "discovery." It's that process where we … [Read more...]
Don't Let Your Customer Buy Because Of What Your Product Costs! Posted on January, 2021
We set ourselves up for failure, we set our customers up for failure when we … [Read more...]
Is Your Customer Prepared For This Meeting? Posted on January, 2021
We are all busy. Whether it's going from call to call, virtual meeting to … [Read more...]
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