I have to confess some exhaustion. Pundits and experts in social media, each … [Read more...]
Tag: Future Of Buying
Do The Work!
It's Not The Lack Of Information That Stops Us.... Posted on March, 2021
We live in a world with an abundance of information. One might, fairly, claim … [Read more...]
Is "Helping Our Customers" Incompatible With Selling? Posted on March, 2021
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express? Posted on March, 2021
The questions we ask shape the responses we get. Too often, our questions, … [Read more...]
How Do We Win? Posted on March, 2021
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
Ban "Corporate Glamour Charts!" Posted on February, 2021
I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
"One Size Fits All....." Posted on February, 2021
Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]
Buying/Selling Vs Buyer/Seller Posted on February, 2021
Recently, I've been trying to shift my own thinking and vocabulary about buying … [Read more...]
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
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