We focus a lot of our sales enablement and related efforts on making our … [Read more...]
Is Your Solution Easy To Buy?
Don't Let Your Customer Buy Because Of What Your Product Costs! Posted on January, 2021
We set ourselves up for failure, we set our customers up for failure when we … [Read more...]
Is Your Customer Prepared For This Meeting? Posted on January, 2021
We are all busy. Whether it's going from call to call, virtual meeting to … [Read more...]
Reveling In Complexity Posted on January, 2021
As we look at complex B2B enterprise level solutions, without a doubt, they are … [Read more...]
What If We Stopped Focusing On Sales, What If We Focused On Selling? Posted on January, 2021
Some readers will suggest I'm playing with words, I don't mean to be. I'm … [Read more...]
"For The Loss Of A Horseshoe...." Posted on December, 2020
There's the old fable, "For the loss of a horseshoe, a Kingdom was lost." The … [Read more...]
Right-Level Selling Posted on December, 2020
We've always been taught to "call high." We are supposed to reach "The … [Read more...]
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...]
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