Recently, sitting with a sales management team, we started discussing the "Sales … [Read more...]
Tag: Insight Selling
The Problem With The Selling/Buying Process
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...]
Talking To Customers Posted on July, 2023
As sellers, our job is to talk to customers. But apparently we do a very bad … [Read more...]
How Important Is This To Your Customer? Posted on July, 2023
As we look at our customers' problem solving/buying processes, a key question … [Read more...]
Information Asymmetry Posted on June, 2023
I read a post by a respected sales expert on "Information Asymmetry." … [Read more...]
Discovering And Qualifying Is Not Just For Sellers Posted on May, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
Becoming The "Topic Authority" Posted on May, 2023
Most of our marketing and selling efforts focus on becoming the … [Read more...]
"Our Solutions Address All These Problems...." Posted on May, 2023
Often, we have solutions and capabilities that address a wide range of customer … [Read more...]
Business Focused Buying, Product Focused Selling---Never The Twain Shall Meet Posted on April, 2023
Our customers are focused on addressing their business issues--whether … [Read more...]
A Differentiating Skill: Depth Of Thinking Posted on April, 2023
What really differentiates sellers in helping customers in complex B2B buying … [Read more...]
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