Some years ago, I was doing a review with a sales team. They closed a huge … [Read more...]
Tag: Insight Selling
"What Did They Buy It For?"
We Get Specialization Wrong! Posted on May, 2021
There's a lot of discussion about specialization in sales. We've always had … [Read more...]
Targeting People Who "Do The Work" Posted on May, 2021
I grew up in sales always being told, "Call at the top!" We always want to … [Read more...]
"I Didn't Take The Time To Prepare...." Posted on May, 2021
Today, I participated in a pretty important Zoom meeting. It was an important … [Read more...]
Buyer Personas Are Not The Same, Even For The Same Persona! Posted on May, 2021
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
Language, Words And Mindsets Posted on May, 2021
We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
The Joy Of Selling Posted on May, 2021
Why do we sell? Why do we choose a job that requires us to sell? Is it … [Read more...]
The Irony Of Change Posted on May, 2021
The other day, I was speaking with a colleague about the state of sales/selling. … [Read more...]
"Selling Without Feeling 'Salesy'" Posted on May, 2021
I just had a few minutes free time and skimmed Clubhouse to see if there was a … [Read more...]
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