We get discovery wrong in so many ways: We fail to do discovery. We jump … [Read more...]
Tag: Insight Selling
Discovery, What's Your Customer Learning?
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...]
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
Sales Is Simple, Buying Isn't! Posted on August, 2019
I succumbed to a certain amount of narcissism (as I often do) in my post: Sales … [Read more...]
Do We Need Sales People Any Longer? Posted on August, 2019
Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made … [Read more...]
Understanding Leverage Posted on August, 2019
Leverage is an important concept in business, sales, and marketing. … [Read more...]
Sales Is Simple, Simple Isn't Easy Posted on August, 2019
Stripped of everything else sales is simple. At it's core, sales is about: … [Read more...]
Rethinking Time Posted on July, 2019
While it's trite, I have to start with some basic assumptions about … [Read more...]
Win Fast, Lose Faster Posted on July, 2019
Losing fast, having the courage to walk away from a deal that you are highly … [Read more...]
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