Our collective worlds have been disrupted and changed forever. Whether it's how … [Read more...]
Tag: Future Of Buying
The Risky Path Forward
We Need Sellers Who "Sell," Not Take Orders Posted on June, 2020
I'm suppose, after all the years I've spent working with "sales people," I … [Read more...]
Prospecting Is Not An Event! Posted on June, 2020
We get so much about prospecting wrong. We reach out to people who are far … [Read more...]
Are You Managing The Process Or Is It Managing You? Posted on June, 2020
Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Why Change? Posted on June, 2020
The salesperson was getting frustrated. We were doing a deal review. It was a … [Read more...]
The Future Of Sales Is Virtual..... Posted on June, 2020
It seems the pandemic has created a new future for selling. Apparently, it's … [Read more...]
Where's The Puck Going? Posted on June, 2020
"I skate to where the puck is going to be..." It's a quote attributed to Wayne … [Read more...]
Longing For "Getting Back To Normal" Posted on June, 2020
So much of what I hear and read focuses on "getting back to normal," or "the … [Read more...]
Banish Farmers And Farming!! Posted on June, 2020
No, I'm not making a political statement about our agricultural sector. Farmers … [Read more...]
What Market Narrative Are You Shaping To Help Your Customers? Posted on May, 2020
The pandemic is impacting everyone and everything in profound ways. Few of us … [Read more...]
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