Today, a reader reminded me about something I said in an Openview Partners … [Read more...]
Tag: Insight Selling
Your Most Important Sales Call, What's Your Plan?
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...]
Numbers Make The Conversation More Interesting Posted on December, 2015
Numbers are the bane of many sales people's existence. Everyone wants to talk … [Read more...]
The Purpose Of Selling Is To ......... Posted on December, 2015
Complete the sentence, "The purpose of selling is to......." When I ask sales … [Read more...]
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