The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
Tag: Future Of Buying
Changing Our Vocabularies!
"I Don't Know What You Do, But I Know What You Need To Do!" Posted on August, 2012
We know we have to challenge our customers to think differently, that we have to … [Read more...]
What Did You Sell That For? Posted on August, 2012
As a preface, I have to confess to a little frustration and some venting. Too … [Read more...]
Are You Building Coalitions With Your Customers? Posted on August, 2012
As sales professionals, we're supposed to be great at building relationships … [Read more...]
Newton's Third Law, Every Action Creates An Equal And Opposite Reaction Posted on August, 2012
Many of you might be surprised, but I was actually trained as a physicist. One … [Read more...]
Change, When Will We Put It Behind Us!?!@#!? Posted on August, 2012
About a week ago, I participated in a conversation with a group of frustrated … [Read more...]
Getting Close To The Customer, It's About Mobility Posted on August, 2012
One of the key goals of customer centric organizations is "Getting Close To The … [Read more...]
The Bar Is Being Raised For Both Buyer And Seller Posted on August, 2012
"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
What's The Diagnosis? Posted on August, 2012
My wife hates going to Doctors---I actually think that's a basic intelligence … [Read more...]
One Size Does Not Fit All Posted on July, 2012
I wrote about "The End Of Solution Selling" the other day. There's a rich … [Read more...]
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