It's clear that our customers want to be engaged differently. High performing … [Read more...]
Tag: Future Of Buying
The Insight Driven Organization
"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...]
The Essence Of Selling Posted on August, 2013
A thoughtful commenter recently started a comment with, "The essence of … [Read more...]
"Problem Talking" Is Not "Problem Solving" Posted on August, 2013
As sales people, we build the greatest value for our customers by helping them … [Read more...]
Can Insight Become Commoditized? Posted on July, 2013
Forgive me for thinking out loud. Insight--selling with Insight is what … [Read more...]
Experiencing What Our Customers Experience Posted on July, 2013
Too often, there's a huge disconnect between our organizations and our … [Read more...]
Building A Better "Social Business" Posted on July, 2013
Recently, I had the privilege of speaking with Ed Abrams, Vice President of … [Read more...]
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