As sales and marketing professionals, we are supposed to help our customers … [Read more...]
Tag: Insight Selling
Looking In The Mirror
Letting The Customer "Opt-Out" Is Not A Nurturing Strategy Posted on July, 2015
I had an interesting, unexpected reaction to my "Stop Nurturing Me" post. An … [Read more...]
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
Focus On The Customer, Magic Happens! Posted on June, 2015
Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Providing Clarity Posted on June, 2015
Regardless of our role--customer, sales person, sales manager, executive, we … [Read more...]
Context, The Ultimate Sales Differentiator Posted on May, 2015
Everyone is enthralled with content these day--Thankfully! Content's not new, … [Read more...]
"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...]
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