Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]
Tag: Insight Selling
Customers Need Help, But Do We Want To Be Helpful?
Cliff Notes And AI....... Posted on December, 2023
Too often, when going to college, I discovered that studying, reading books, and … [Read more...]
"Information, Information Everywhere, But Not A Bit To ........." Posted on December, 2023
The Rime of the Ancient Mariner has a famous line, "Water, water everywhere, but … [Read more...]
Why Can't We Be Customer Focused? Posted on December, 2023
This morning, I've been having a fascinating email conversation with my friend, … [Read more...]
"Short Cuts" Seldom Proove To Be Short! Posted on November, 2023
I suspect it's human nature to constantly be in search of short cuts. We want … [Read more...]
Are You Distinctive? Posted on September, 2023
I've been reading some fascinating work on marketing, brand building, … [Read more...]
Do You Really Understand Your Customers' Problems? Posted on September, 2023
We are trained on what our products do. We know their capabilities, features … [Read more...]
Where Our Sales Process Execution Gets Derailed Posted on September, 2023
It's early September. It seems my calendar is filled with with deal and … [Read more...]
The Problem With The Selling/Buying Process Posted on August, 2023
Recently, sitting with a sales management team, we started discussing the "Sales … [Read more...]
Sales Process, It's Not What We Do To Our Customers.... Posted on July, 2023
When I sit down with sales organizations, we inevitably spend a lot of time … [Read more...]
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