As it should, the concept of the value proposition has changed dramatically over … [Read more...]
Tag: Future Of Buying
The New Value Proposition: Sense Making
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...]
What We Think Of Our Customers Colors Our Engagement Posted on December, 2018
Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]
Sales Talent Is A Problem, Is It Worth Solving? Posted on December, 2018
I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving, … [Read more...]
Why I'm So Optimistic About The Future Of Selling Posted on December, 2018
About 3-4 years ago, I was participating in a discussion, at the time hosted by … [Read more...]
The Sales Conversation Of The Future Posted on December, 2018
AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]
Outcome Based Buying Posted on December, 2018
Regardless how we sell, our customers are trying to achieve one thing when they … [Read more...]
What Do Icebergs Have To Do With Selling? Posted on December, 2018
Yeah, I know it's a tired analogy, but icebergs are still useful in thinking … [Read more...]
Are Our Customer Conversations Substantively Different Than Internal Discussions? Posted on November, 2018
The other day, I published a post, "Are Traditional Selling Skills Even Relevant … [Read more...]
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