Our collective worlds have been disrupted and changed forever. Whether it's how … [Read more...]
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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