One would think the notions of miracle cures and short cuts to success would … [Read more...]
Tag: Future Of Buying
There Are No "Shortcuts"
A Little Whining---When Will We Stop Thinking Buyers Are Stupid Posted on August, 2018
I've been away from the blog for a bit. Three continents in 10 days, sitting in … [Read more...]
Why Are They Buying? Posted on August, 2018
I was sitting in yet another deal review. The sales person was describing the … [Read more...]
Solution Buying....... Posted on July, 2018
Silly me, I always thought we were supposed to sell solutions. That is, as … [Read more...]
Buyer Efficiency Posted on July, 2018
There are thousands of posts, hundreds of tools, hundreds of books focusing on … [Read more...]
Technology Only Gets Us So Far Posted on July, 2018
I'm a great fan of much of many sales technologies. There are tools that … [Read more...]
The Servant Sales Person Posted on July, 2018
Yeah, I know what the immediate reaction to the title of this post will … [Read more...]
The Power Of The Discovery Process Posted on June, 2018
There are two fundamentals to maximizing your ability to win a … [Read more...]
The Problem With "USPs," They Aren't Unique Posted on June, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
Do You Have The Right Sales Business Model? Posted on June, 2018
No sales business model is "forever." As our markets change, as our customers … [Read more...]
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