Every day I think we have reached bottom with the level of stupid advice I see … [Read more...]
The Way Things Are, The Way Things Might Be (Seduced By The Sounds Of Our Own Voices)
Is Selling Dead Or Dying? Posted on December, 2023
It's interesting to see continued predictions of the death of selling. There … [Read more...]
We Need To Think About Retention Differently! Posted on October, 2023
We all know customer retention is important. Creating great customer … [Read more...]
"How Will You Be Making A Decision On This...." Posted on October, 2023
Recently, working with a client, we were talking about a major change … [Read more...]
The Problem With The Selling/Buying Process Posted on August, 2023
Recently, sitting with a sales management team, we started discussing the "Sales … [Read more...]
Do They Have Budget??? Posted on August, 2023
"Do they have budget," is a fundamental qualifying question for every seller. … [Read more...]
Driving Our Customers/Prospects Away! Posted on July, 2023
I, and so many others, write constantly about how buying is changing and how … [Read more...]
We're Long Past Our "Use By Date" Posted on June, 2023
I love both my sisters dearly. But one had the most annoying habit. When she … [Read more...]
PLG V 13.7??? Posted on June, 2023
Again, this is one of those posts, where I have to start with a disclaimer. The … [Read more...]
Information Asymmetry Posted on June, 2023
I read a post by a respected sales expert on "Information Asymmetry." … [Read more...]
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