We've always been taught to "call high." We are supposed to reach "The … [Read more...]
Tag: Insight Selling
Right-Level Selling
Sales Role Specialization Posted on December, 2020
A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]
We Don't Create Value By Discounting It! Posted on December, 2020
I was doing a deal review. We were in the final stages of closing a big deal. … [Read more...]
"What If You Thought Of Things Differently?" Posted on December, 2020
There is one fundamental question that all sales people and managers must think … [Read more...]
Your Customers Aren't Buying Your Product, So Why Do You Keep Selling It? Posted on December, 2020
I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]
"We Will Never Revert Back...." Posted on December, 2020
The pandemic and associated economic disruption has forced all of us to reinvent … [Read more...]
What's The Difference Between Sales Enablement And School? Posted on December, 2020
I just had an outstanding discussion with a very bright sales enablement team. … [Read more...]
Templates, Scripts, Context, and Variability Posted on November, 2020
I read a fascinating discussion led by Jeff Molander on the Copy … [Read more...]
What's Next? How Are You Moving This Forward? Posted on November, 2020
I have to apologize to Dave (not me). Dave's a good sales person, we were doing … [Read more...]
Looking For What Isn't Being Done Or Said Posted on November, 2020
Just today, alone, I've been in several meetings. A couple were deal reviews, … [Read more...]
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