I was having a conversation with a very good sales person. We were speaking … [Read more...]
Tag: Future Of Buying
Don't Get Distracted By What You Sell!
The Five "Why's" Posted on September, 2020
The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]
Talking About Our Competitors Posted on August, 2020
Not long ago, I read an exchange about how we should talk to our customers about … [Read more...]
The Future Of Selling, Not What You Think It Will Be Posted on August, 2020
There seems to be wide agreement that the pandemic and related economic and … [Read more...]
Helping Your Customers Succeed Posted on August, 2020
I got a LinkedIn message today from a great sales person. It was intended to be … [Read more...]
Reinventing Selling! Posted on August, 2020
The pandemic, social change, and economic crises impact all of us, personally, … [Read more...]
Are You So Busy Chasing Small Deals, You Are Missing The Important Deals? Posted on August, 2020
I'm often amazed looking at the pipeline profiles of a lot of enterprise focused … [Read more...]
What's Important To Your Customer? Posted on August, 2020
We know our solutions have to create value for our customers. The challenge, … [Read more...]
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
The Problem With Account Planning Posted on July, 2020
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
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