I read a wonderful quote from Colin Shaw, "If you take away a company's … [Read more...]
Tag: Insight Selling
"If You Take Away Your Products, What's Left?"
Your "Business Justified Solution" Is Insufficient To Win The Business! Posted on March, 2016
I've been talking to a team of people about Value Propositions. They need to … [Read more...]
Finding Customers Who Aren't Looking Posted on March, 2016
There's no doubt that digital media, rich content, search and other technique … [Read more...]
What Customer Problems Do You Solve, Not What Do You Do! Posted on March, 2016
I was leading a discussion about value propositions with a group of product … [Read more...]
"No Decision Made," Are You The Problem? Posted on March, 2016
Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
Business People Who Sell Posted on March, 2016
Our customers don't need sales people calling on them. They don't need a person … [Read more...]
Making The Numbers! Posted on March, 2016
Every sales professional is obsessed with making the numbers. Meet another … [Read more...]
When The Script Works Posted on March, 2016
Over the past weeks, I've been arguing against mindless scripts being executed … [Read more...]
When Prospects Don't Follow The Script Posted on March, 2016
I have a confession. For some reason, I take perverse pleasure in taking sales … [Read more...]
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