This morning, I'm doing work in a rare day in the office. A sales person calls. … [Read more...]
Tag: Insight Selling
Why Are You Calling Now?
Just Because We're In Your ICP Doesn't Mean I Have A Need To Buy! Posted on January, 2019
I wrote about how badly too many sales people conduct discovery with their … [Read more...]
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
When Non-Salespeople Sell Posted on January, 2019
Saturday morning, I was waiting for my appointment to get my haircut. Regina … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
How "Sales-speak" Limits Us Posted on January, 2019
Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
What's The Customer Business Problem? Posted on January, 2019
My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]
The New Value Proposition: Sense Making Posted on January, 2019
As it should, the concept of the value proposition has changed dramatically over … [Read more...]
Focus On The Customer Need To Buy Posted on January, 2019
The big problem sales people have is their obsessive focus on their need to … [Read more...]
Zero-Based Sales Planning Posted on December, 2018
As we start a new year, perhaps your plans are locked in. But perhaps there is … [Read more...]
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