It's become high fashion to declare the future of selling is "virtual." While … [Read more...]
Tag: Future Of Buying
Virtual Selling Is Not The Future Of Sales! Part 2
Asking The Wrong Questions! Posted on August, 2021
Our engagement strategies are, too often, failing us. I suspect it's because we … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
What's Your Ideal Customer Profile Posted on August, 2021
Not every customer is "our" customer or even a potential customer. It's common … [Read more...]
What If They Aren't Looking? Posted on July, 2021
We know that customers are moving increasingly to a digital buying journey, … [Read more...]
Buying Is Broken, What's This Mean For Selling? Posted on July, 2021
It’s so intriguing, we see our customers and prospects struggling with buying. … [Read more...]
How Important Is Price? Posted on July, 2021
Price is important—of course, but sometimes I think we, sales people, make it … [Read more...]
What If We Started With A Blank Sheet Of Paper? Posted on June, 2021
Buying is changing profoundly. This impacts everything we do to try to engage … [Read more...]
How Value And Value Creation Evolves Posted on June, 2021
It's imperative that we continue to evolve our thinking on value and value … [Read more...]
Rethinking Qualification Posted on June, 2021
Qualification is, perhaps, one of the most important factors to our sales … [Read more...]
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