We need to develop a deeper understanding of the value creation/realization … [Read more...]
Tag: Insight Selling
Value Creation Is Really About Building Value Continuously
What If We Focused On The Questions, Rather Than The Answers? Posted on January, 2023
We know questions are important, but somehow they seem to slow us down. Most … [Read more...]
Buyers Using ChatGPT...... Posted on January, 2023
There's a lot of excitement from sellers about the power of AI tools like … [Read more...]
Making Selling Easier Posted on January, 2023
It's human nature to search for easier ways to get our work done. Selling will … [Read more...]
On Discomfort And Familiarity.... Posted on January, 2023
A characteristic of every human being is the tension between Discomfort and … [Read more...]
"Customers Are Taking A More Measured Approach To Their Purchasing Decisions" Posted on January, 2023
In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, … [Read more...]
Selling Is So Tough!!! Posted on December, 2022
I was struck by a post by Steve Hall on LinkedIn. Steve and I share a similar … [Read more...]
How Do Your Customers Make Money? Posted on December, 2022
In the past few days, I've had several separate conversations with people, … [Read more...]
False Choices, A Reprise Posted on December, 2022
Our social media feeds are constantly filled with false choices. Take, for … [Read more...]
Chatting With CHATGPT On Selling..... Posted on December, 2022
I've been fascinated to read about the experiments people are doing with … [Read more...]
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