The role of the sales person is changing--we all know that. The way customers … [Read more...]
Tag: Future Of Buying
Sales Person As Orchestrator Or Resource Manager
Separating The Challenger Sales Person From Insight Delivery Posted on July, 2013
Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
Does Insight Selling Require "Scars?" Posted on July, 2013
We're supposed to bring our customers insight--opportunities they are missing, … [Read more...]
"We Don't Have The Budget" Posted on June, 2013
"We don't have the budget" strikes fear into the hearts of all sales people. … [Read more...]
Tools Don't Change People Posted on June, 2013
My friend Bob Thompson made this comment on Customerthink. It's important, … [Read more...]
The Weaponization Of Social Media Posted on June, 2013
I just read Chris Brogan's piece, The Bare Truth About Social Media, a phrase … [Read more...]
Competing For Mindshare Or Meaningshare Posted on June, 2013
Mindshare is top of mind(so to speak) in most marketing and sales … [Read more...]
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Solution Provider Or Problem Solver? Posted on June, 2013
As sales people, we are supposed to provide solutions to our customers … [Read more...]
Burying Our Heads In The Sand Posted on June, 2013
Everyone acknowledges the world is changing, perhaps faster than many want, but … [Read more...]
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