As he consistently does, Seth Godin has captured the crux of Insight based … [Read more...]
Tag: Insight Selling
What Are You Helping Your Customers Discover?
Late To The Party! Posted on March, 2014
Ever show up to a party late? Groups have formed, everyone's deeply engaged in … [Read more...]
When Are We Going To Understand, It Really Isn't About The Product! Posted on March, 2014
Over the past few weeks, I've been on the road constantly, I think I've logged … [Read more...]
RFP's Suck! Posted on March, 2014
My friend Jim Keenan is stirring up the pot with his latest blog post, Finally … [Read more...]
Rethinking Qualification, Has The Customer Qualified Themself? Posted on March, 2014
The other day, I wrote an article about, "How Much Do You Want To Spend?" The … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
Creating Urgency Posted on February, 2014
Trying to close a sale when a customer has no sense of urgency is like pushing a … [Read more...]
Imagine Making A Sales Call Without Mentioning The Product Posted on February, 2014
We are anxious to meet with customers to tell them all about our products and … [Read more...]
Deciding What To Buy Is Often The Easiest Part Posted on February, 2014
As sales people, our focus is to convince the customer to buy our solution. We … [Read more...]
We've Trained Our Customers Too Well! Posted on February, 2014
I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]
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