It seems every relationship is becoming a partnership. In every sales … [Read more...]
Tag: Future Of Buying
I Want To Be Your Partner
We're Communicating, But Are We Really Connecting? Posted on September, 2013
Technology has extended wonderful capabilities to make us more efficient. We … [Read more...]
Who Cares About "Outstanding Customer Service Experience?" Posted on September, 2013
Sometimes, I think we get customer service wrong. We try to create outstanding … [Read more...]
The "Squishy" Buying Cycle Posted on September, 2013
Too often, we think of the customer's buying process as something that, once we … [Read more...]
Sales And Procurement, Racing Toward Each Other Posted on August, 2013
As sales and marketing professionals, we're consumed with the change in our … [Read more...]
The Insight Driven Organization Posted on August, 2013
It's clear that our customers want to be engaged differently. High performing … [Read more...]
"Procurement Needs To Bring More To The Table Than Discounts" Posted on August, 2013
I can hear the cheers already, every sales professional reading this will … [Read more...]
Insight Is Not The End, It's The Beginning Posted on August, 2013
There has been so much good discussion on Insight over the past few years. … [Read more...]
What Do Reductionism And Machine Design Have To Do With Selling And Buying? Posted on August, 2013
It's probably hard to conceive of a sales guy, like me, using a multi-syllabic … [Read more...]
Knowing More Than Our Customers Posted on August, 2013
I get disturbed by much of the hyperbole around Insight Selling and Teaching Our … [Read more...]
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