Customer centricity has been one of the hot buzzwords for at least the past … [Read more...]
Tag: Insight Selling
Customer Centricity, A Multi-Legged Stool
Doing More By Doing Less Posted on February, 2016
It's awfully crowded in the digital marketing/social selling world. Getting … [Read more...]
Your Most Important Sales Call, What's Your Plan? Posted on February, 2016
Today, a reader reminded me about something I said in an Openview Partners … [Read more...]
Customers Only See Their Part Of The Problem Posted on February, 2016
In today's complex B2B world, we know our customers struggle to solve their … [Read more...]
Customer Stuck? Not Moving Forward? Posted on January, 2016
It's a common lament among sales people, "I'm trying to close the customer, I … [Read more...]
Giving The Customer More Than They Paid For Posted on January, 2016
We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Value Prop Aligned With What The Customer Values? Posted on January, 2016
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Sell The Vision, It's Easier Than Selling The Product! Posted on January, 2016
I've never sold a computer or licensed software in my career. I've never sold … [Read more...]
Buyer Self Sufficiency Posted on January, 2016
I read a fascinating HBR Article, "How More Accessible Information Is Forcing … [Read more...]
Can Your Sales People Lead A Business Conversation? Posted on January, 2016
The role of sales has clearly changed. We no longer have to spend our time … [Read more...]
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