Not long ago, I read an exchange about how we should talk to our customers about … [Read more...]
Tag: Future Of Buying
Talking About Our Competitors
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...]
Changing Our Mindsets Posted on July, 2020
Our mindset impacts how we think of and engage our customers. It impacts both … [Read more...]
"Begin With The End In Mind...." Posted on July, 2020
The second habit in Stephen Covey's classic, The Seven Habit Of Highly Effective … [Read more...]
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