As we look at the world that surrounds us, we are confronted within increasing … [Read more...]
Tag: Insight Selling
Sensemaking, The Big Issue Facing Both Our Customers And Us
Are Your Sales People "Organizationally Nimble?" Posted on May, 2019
When we talk about critical skills and competencies of great B2B sales people, … [Read more...]
Customers Are Irresponsible When They Don't Answer Our Prospecting Calls! Posted on May, 2019
I'm following a fascinating discussion in LinkedIn. You should read it here. … [Read more...]
Sales---Science Or Art? Posted on May, 2019
Recently, I read an article about sales being more science than art. Perhaps, … [Read more...]
Do We Know How To Do "Needs Discovery/Analysis?" Posted on May, 2019
My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
How Do We Improve Forecast Accuracy? Posted on May, 2019
Yesterday, I wrote, Forecast Accuracy, Again. It's an important foundation to … [Read more...]
A Day In The Lives Of Our Customers Posted on May, 2019
What does a day in the life of your typical customer look like? What's it like … [Read more...]
What Problem Is Your Customer Really Trying To Solve? Posted on April, 2019
The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
Device Attention Disorder Posted on April, 2019
I was backing out of a parking space. All of a sudden, the car starts beeping … [Read more...]
What's Next? What's Your Deal Strategy? Posted on April, 2019
In any given year, I may be involved in doing 100's of deal or opportunity … [Read more...]
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