Everyone is enthralled with content these day--Thankfully! Content's not new, … [Read more...]
Tag: Insight Selling
Context, The Ultimate Sales Differentiator
"Nothing Happens Until A Customer Decides To Change" Posted on May, 2015
There's the old saying, "Nothing happens in an organization until a sale is … [Read more...]
How Well Do You Know Your Customer? Posted on May, 2015
My friend, Tim Ohai, has a brilliant bet he makes with sales people. He puts a … [Read more...]
Connecting The Dots, Strategy And Execution Posted on April, 2015
I'm sure I'm trying the patience of a number of people in a client … [Read more...]
What's The Customer Doing During The "57%" And Why Sales Should Celebrate! Posted on April, 2015
I have to admit I'm getting relatively pissed off with all the discussions … [Read more...]
Rumors Of My Death Are Greatly Exaggerated Posted on April, 2015
I'm a sales professional. I'm disturbed by the persistent rumors--or, perhaps, … [Read more...]
The Customer's Responsibility Is To Solve Their Problem Posted on April, 2015
I just saw a tweet from Andy Paul caught my eye, "The buying cycle has six … [Read more...]
Why We Have Fewer Choices In A World Of Wider Choice Posted on April, 2015
Whether as individual consumers, or organizations, there's an interesting … [Read more...]
Ignorance Or Ineptitude? Posted on March, 2015
The words, Ignorance and Ineptitude, catch your attention immediately. Being … [Read more...]
Have I Got A Deal For You! Posted on March, 2015
No, I'm not talking about some smarmy sales person. I'm talking about a, … [Read more...]
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