We've long known (whether we use it or not) about the "sales process." … [Read more...]
Tag: Future Of Buying
The Customer Focused Sales Process
Are We Numbed By Work? Posted on November, 2021
I watched a fascinating short film, "Work, I Think It Numbs You, Somehow." It … [Read more...]
Salespeople, The Help You Are Giving Your Customers Isn't Very Helpful! Posted on November, 2021
Hopefully, most sales people recognize they create more value when they are … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
The Digital Buying Journey Is Very Human Posted on November, 2021
We see tremendous research on the digital buying journey. We know customers … [Read more...]
The Pandemic, What Buyers Discovered Posted on October, 2021
As sellers, the pandemic has forced us to rethink our work and how we engage our … [Read more...]
The Great Reinvention! Posted on October, 2021
There's a lot of talk about the Great Resignation. Partly, a result of the … [Read more...]
Sellers, Your Customers Don't Need You Anymore Posted on October, 2021
Sales people used to be a primary source of information for customers. They … [Read more...]
Who Is Your Customer? Posted on October, 2021
Do you know who your customer is? More importantly, do you know who your … [Read more...]
Is This Problem Important For Your Customer To Solve? Posted on September, 2021
We struggle to get in front of customers, to find opportunities, to nurture them … [Read more...]
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