It seems to be human nature that we don't want to think about what could go … [Read more...]
"What Could Go Wrong?"
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...]
My Bot Will Chat With Your Bot Posted on July, 2019
We are just in the infancy of trying to understand and exploit AI/ML … [Read more...]
Hiring For "Caring" Posted on July, 2019
My good friend, Buck McGugan, and I were having a conversation about sales … [Read more...]
Challenging Our Customers' Status Quo Posted on June, 2019
We all know to acquire a new customer, we need to incite them to change, to get … [Read more...]
Sales Leadership Is About Human Leadership! Posted on June, 2019
There are thousands of books and articles about selling and how to be a great … [Read more...]
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