Over the past few weeks, I've been on the road constantly, I think I've logged … [Read more...]
Tag: Insight Selling
When Are We Going To Understand, It Really Isn't About The Product!
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...]
What's Your Customer Ready To Do? Posted on January, 2014
I read an interesting post last week. It focused on the importance for sales … [Read more...]
Insight, Influence, Value Creation, Trust...... Posted on December, 2013
In simplifying our communications, we tend to isolate topics. It's easier to … [Read more...]
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