We know that complex B2B decisions are driven by consensus. The days of "the … [Read more...]
Tag: Future Of Buying
Gaining Consensus, "Yes?" "Meh.." "No?"
"People Buy From People....." Posted on May, 2022
I don't know how many times I've read this mantra about selling. I don't know … [Read more...]
Is Thought Leadership Enough? Posted on May, 2022
Thought leadership is important. Helping customers rethink what they are doing, … [Read more...]
Rethinking Insights Posted on May, 2022
Everything in selling today is about "Insight." But we make insights more … [Read more...]
The "Problem" Is Different Depending On Where You Sit Posted on May, 2022
Imagine a customer with a problem. But that problem, is very different … [Read more...]
Getting Commitments.... Posted on April, 2022
All of us, as we develop as sales professionals, learn that we need to seek … [Read more...]
Can We Know More Than Our Customers? Posted on April, 2022
Since my earliest days of selling, I have been taught, to create real value and … [Read more...]
Order, Seller, Or Buyer Centric? Posted on April, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on … [Read more...]
Information Asymmetry, Turning The Tables Posted on April, 2022
In the old days, when I used to hail a horse drawn carriage to take me to my … [Read more...]
Understanding Our Customers' Businesses Better Than They Do? Posted on April, 2022
I've always sought to understand my prospects' and my customers' business better … [Read more...]
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