We get so much about prospecting wrong. We reach out to people who are far … [Read more...]
Tag: Insight Selling
Prospecting Is Not An Event!
Are You Managing The Process Or Is It Managing You? Posted on June, 2020
Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
"Do Or Not Do, There Is No Try" Posted on June, 2020
I'm dating myself with this quote from that master philosopher, Yoda. This goes … [Read more...]
The Future Of Sales Is Virtual..... Posted on June, 2020
It seems the pandemic has created a new future for selling. Apparently, it's … [Read more...]
Where's The Puck Going? Posted on June, 2020
"I skate to where the puck is going to be..." It's a quote attributed to Wayne … [Read more...]
Longing For "Getting Back To Normal" Posted on June, 2020
So much of what I hear and read focuses on "getting back to normal," or "the … [Read more...]
Are You Being Helpful? Posted on June, 2020
We tend to overcomplicate things, particularly selling and … [Read more...]
Banish Farmers And Farming!! Posted on June, 2020
No, I'm not making a political statement about our agricultural sector. Farmers … [Read more...]
Your Forecast Is Not About The Numbers! Posted on June, 2020
Let's try a thought experiment. Imagine you are a VP of Sales. You see … [Read more...]
What Market Narrative Are You Shaping To Help Your Customers? Posted on May, 2020
The pandemic is impacting everyone and everything in profound ways. Few of us … [Read more...]
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