Leverage is an important concept in business, sales, and marketing. … [Read more...]
Tag: Insight Selling
Understanding Leverage
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...]
"What Could Go Wrong?" Posted on July, 2019
It seems to be human nature that we don't want to think about what could go … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
How Do You Win? Posted on July, 2019
My good friend, Andy Paul, and I were talking about the state of selling today. … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Are You The Salesperson Creating Value For Your Customer? Posted on July, 2019
I was talking to a team of sales people about engaging their customers with … [Read more...]
Our Plunging Sales Discourse Posted on July, 2019
Preface: Sometimes holiday weekends give me the chance to sit back, reflect, … [Read more...]
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