Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Tag: Insight Selling
Our Customers Are Voting With Their Time
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...]
You're Not Ready For That Call! Posted on June, 2019
Somehow, it seems that a post on preparing for sales calls/meetings would be … [Read more...]
Making Sense Of Sensemaking Posted on June, 2019
This is the final post in this series-------YAY! Thank you for hanging in … [Read more...]
Sensemaking: Sensemaking Within Our Own Organizations Posted on June, 2019
This post is the eleventh post in my series on Sensemaking. The previous posts … [Read more...]
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