SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are … [Read more...]
Tag: Future Of Buying
Stop Focusing On SAL's!
AI And Sales, What We Misunderstand Posted on February, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is … [Read more...]
The Buyer's Journey, One Step At A Time Posted on January, 2019
Most sales people focus on the outcome of the deal. They want to get to the … [Read more...]
Transactional Versus Complex Selling Posted on January, 2019
We glibly toss around phrases like "We have a transactional selling process," … [Read more...]
Why Are You Calling Now? Posted on January, 2019
This morning, I'm doing work in a rare day in the office. A sales person calls. … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
How "Sales-speak" Limits Us Posted on January, 2019
Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
The New Value Proposition: Sense Making Posted on January, 2019
As it should, the concept of the value proposition has changed dramatically over … [Read more...]
Focus On The Customer Need To Buy Posted on January, 2019
The big problem sales people have is their obsessive focus on their need to … [Read more...]
Zero-Based Sales Planning Posted on December, 2018
As we start a new year, perhaps your plans are locked in. But perhaps there is … [Read more...]
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