There's no doubt, the world and business is more complex and this is unlikely to … [Read more...]
Tag: Future Of Buying
Radical Simplification
Reclaiming Our 70% Of The Customer Buying Process Posted on December, 2012
I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]
70% Of Buying Process Completed Without Sales Involvement! Posted on December, 2012
I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]
Sales Specialists And The Account Manager, Why Is There Conflict? Posted on November, 2012
Sales specialists or overlay reps are critical in complex B2B sales. The sales … [Read more...]
"Protecting The Family Jewels" And Disruption Posted on November, 2012
"Protecting The Family Jewels" is an implicit or explicit part of too many … [Read more...]
"Intelligent Leads" Posted on November, 2012
I was recently asked to share my views of the impact of Big Data, business … [Read more...]
They Aren't The Enemy, They're Our Customers! Posted on October, 2012
We all know the saying, "Things would be great if it weren't for those damned … [Read more...]
It's The Customer's Responsibility To Buy! Posted on October, 2012
As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
Old Dogs Can Learn New Tricks! (Are The Pups' Learning As Well?) Posted on October, 2012
Continually learning and improving our skills is critical, regardless of how … [Read more...]
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