Everyone has been talking about Insights. Our customers are hungry for Insights … [Read more...]
Tag: Insight Selling
Developing Insights
Do You Trust Your People Enough To Let Them Think? Posted on October, 2013
It's odd, we interview people, anxious to hire the best and the brightest. … [Read more...]
"I've Never Ever Sold A Computer Or Piece Of Software" Posted on October, 2013
Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]
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...]
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