We know our solutions have to create value for our customers. The challenge, … [Read more...]
Tag: Insight Selling
What's Important To Your Customer?
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
Are You Engaging The Real Customers? Posted on July, 2020
I was doing a series of deal reviews--not unlike most of the deal reviews I do. … [Read more...]
The Problem With Account Planning Posted on July, 2020
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
Changing Our Mindsets Posted on July, 2020
Our mindset impacts how we think of and engage our customers. It impacts both … [Read more...]
Raising My Game Posted on July, 2020
I find myself, increasingly, writing posts about the terrible state of practice … [Read more...]
"We Need To Discount....." Posted on July, 2020
It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
"Begin With The End In Mind...." Posted on July, 2020
The second habit in Stephen Covey's classic, The Seven Habit Of Highly Effective … [Read more...]
Achieving Our Goals Through Our Customers Posted on July, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our … [Read more...]
Helping Our Customers Face Uncertainty Posted on July, 2020
Probably the single biggest issue anyone and every organization faces today is … [Read more...]
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