Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]
Tag: Insight Selling
"I've Never Ever Sold A Computer Or Piece Of Software"
Rethinking Prospecting Posted on September, 2013
Prospecting is critical to our success as sales people. We need to find new … [Read more...]
"I'm Not Paid To Have Conversations, I'm Paid To Get Orders!" Posted on September, 2013
I write and speak frequently about customer focus, engaging customers in … [Read more...]
"This Conversation Is Really About Me" Posted on September, 2013
The other day, I was speaking to a sales executive. We were talking about … [Read more...]
The "Squishy" Buying Cycle Posted on September, 2013
Too often, we think of the customer's buying process as something that, once we … [Read more...]
Searching For Answers Posted on August, 2013
Answers are what we, as sales people, are about---we look for answers from our … [Read more...]
Sales And Procurement, Racing Toward Each Other Posted on August, 2013
As sales and marketing professionals, we're consumed with the change in our … [Read more...]
The Insight Driven Organization Posted on August, 2013
It's clear that our customers want to be engaged differently. High performing … [Read more...]
Belief And Confidence, Critical For Sales Success Posted on August, 2013
To be successful as sales professionals we have to believe in ourselves. We … [Read more...]
Insight Is Not The End, It's The Beginning Posted on August, 2013
There has been so much good discussion on Insight over the past few years. … [Read more...]
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