Recently, I wrote, "Making It Safe To Fail, Hogwash!" It was a rant about the … [Read more...]
Tag: Insight Selling
Making It Safe To Succeed
Social Selling, Bar Hopping, And Relationship Commoditization Posted on February, 2020
Listen to the proponents of "Social Selling," and it is the future of selling. … [Read more...]
We Have "Customer Intelligence," But Little Intelligent Selling/Marketing Posted on February, 2020
I'm sorry for whining, perhaps I got up on the wrong side of the bed. Lately, … [Read more...]
Prisoners Of Our Own Experience Posted on February, 2020
Recently, I had separate discussions with two very good sales executives. Each … [Read more...]
On C-Level Buying Posted on February, 2020
As sales people, we learn that we are to call high. We should be reaching the … [Read more...]
Understanding Customer Pain Points Posted on February, 2020
This morning, I had a conversation with an entrepreneur. He was building the … [Read more...]
1+1+1+1=1 Posted on January, 2020
I'm a great fan of Ray Dalio's, Principles. Today, he posted one of his … [Read more...]
What About Your Customer's Customer? Posted on January, 2020
All of our customers have customers of their own, though they may not recognize … [Read more...]
"What Problem Is The Customer Trying To Solve?" Posted on January, 2020
Pause for a moment. Look at your qualified pipeline. Start at the … [Read more...]
Sales And "Product Led Growth" Posted on January, 2020
The world goes through constant cycles. Lately, there have been a lot of "Aha, … [Read more...]
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