In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
Tag: Future Of Buying
Moving From Information Scarcity To Abundance
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 Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
Value Is A Mystery..... Posted on August, 2021
Our websites are filled with content about our 'unique value propositions," … [Read more...]
On Qualifying! Posted on August, 2021
Qualifying our prospects/customers is critical for sales people. We want to … [Read more...]
Buzzword Bingo Posted on August, 2021
Every once in a while, some colleagues and I play a game of Buzzword Bingo. We … [Read more...]
The Future Of Work Is Not About Where We Work From Posted on August, 2021
I am probably sounding like a broken record. I apologize, but I think we are … [Read more...]
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Situational Adaptability Posted on August, 2021
I got a prospecting call. We had actually arranged a conversation, the company … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 2 Posted on August, 2021
It's become high fashion to declare the future of selling is "virtual." While … [Read more...]
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