Do you know who your customer is? More importantly, do you know who your … [Read more...]
Tag: Future Of Buying
Who Is Your Customer?
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...]
Moving From Information Scarcity To Abundance Posted on September, 2021
In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
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...]
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