This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
Tag: Insight Selling
Price Is Meaningless Until You Establish Business Value
The Customer Designs Their Own Customer Experience Posted on March, 2013
We spend a lot of time talking about customer experience design. There is some … [Read more...]
Are You Prepared To Have A Customer-Specfic Conversation? Posted on March, 2013
Insight is the word of the year. We are all being trained in providing … [Read more...]
Creating Social Business Success Posted on March, 2013
Every week, I would venture there are over 100 blog posts or articles talking … [Read more...]
Following The Money Posted on March, 2013
Any sales professional worth her salt knows to "follow the money." … [Read more...]
Lean Sales And Marketing--"Every Activity Has A Context" Posted on March, 2013
I'm at the Forrester Sales Enablement Conference. It's fascinating, I'll have a … [Read more...]
Love The Insight, I'll Write A RFP! Posted on March, 2013
The good news, we've engaged our customers with stunning insights. You've … [Read more...]
You Have To REALLY Care! Posted on February, 2013
Last night, I had dinner with a great team of executives. The conversation went … [Read more...]
Dear Occupant, I've Got Insight! Posted on February, 2013
Insight is a key differentiators in the value we create for our customers, … [Read more...]
Co-Creation Critical To Selling Solutions Posted on February, 2013
For years, we've been trained, "Customers want solutions." The best of us try … [Read more...]