Usually, after a sales call, we ask ourselves, "Did I accomplish my … [Read more...]
Tag: Insight Selling
What Did The Customer Learn As A Result Of Our Meeting?
Research Shows You Get The Best Results If....... Posted on August, 2018
Marketing and sales are very data driven---or at least we pretend to … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
Solution Buying....... Posted on July, 2018
Silly me, I always thought we were supposed to sell solutions. That is, as … [Read more...]
Buyer Efficiency Posted on July, 2018
There are thousands of posts, hundreds of tools, hundreds of books focusing on … [Read more...]
The Questions Sales People Ask? Posted on July, 2018
Questioning is critical for sales people. Every sales training program focuses … [Read more...]
On Differentiation Posted on July, 2018
Differentiation is critical in helping customers select our solution over the … [Read more...]
Technology Only Gets Us So Far Posted on July, 2018
I'm a great fan of much of many sales technologies. There are tools that … [Read more...]
Hearing What We Don't Want To Hear Is Critical Posted on July, 2018
It seems, as human beings, we are increasingly less open to hearing differing … [Read more...]
The Servant Sales Person Posted on July, 2018
Yeah, I know what the immediate reaction to the title of this post will … [Read more...]
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