Sit down with most sales people doing a loss review. The majority of the … [Read more...]
Tag: Insight Selling
We Don't Lose Because Of What We Sell!
FUD Meets FOMO Posted on September, 2019
We and our customers live in worlds of paradox, uncertainty, confusion, … [Read more...]
Learning From Our Failures Posted on September, 2019
As much as we want to, and should, focus on our sales successes, a large part of … [Read more...]
I Have A Problem With "Storytelling" Posted on September, 2019
Storytelling seems to have come into fashion over the past few years. Too … [Read more...]
Please Hire My Solution Posted on August, 2019
Think of the last time you were looking for a job, or being interviewed for a … [Read more...]
Insight Is Always Contextual! Posted on August, 2019
HBR recently published an article, "Why 'Tell Them Something They Don't Know' Is … [Read more...]
Improving Sales Performance Without Changing "How You Sell" Posted on August, 2019
Too often, as executives look to improve sales performance, they look to doing … [Read more...]
Discovery, What's Your Customer Learning? Posted on August, 2019
We get discovery wrong in so many ways: We fail to do discovery. We jump … [Read more...]
Building Your Personal Brand -- Again Posted on August, 2019
There's a lot of discussion about how important it is for sales people to "build … [Read more...]
Building On Shaky Foundations Posted on August, 2019
It was an interesting conversation. I was meeting with a very thoughtful sales … [Read more...]
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