We celebrate our wins and victories, as we should. Sometimes, we do a debrief … [Read more...]
Tag: Lean Sales And Marketing
We Won, But.....
What's The Most Important Thing? Posted on April, 2022
Everyday, we get pummeled with LinkedIn Surveys asking us "What's the most … [Read more...]
Order, Seller, Or Buyer Centric? Posted on April, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on … [Read more...]
Understanding Our Customers' Businesses Better Than They Do? Posted on April, 2022
I've always sought to understand my prospects' and my customers' business better … [Read more...]
Why Are We Satisfied With Such Poor Win Rates? Posted on April, 2022
We struggle to hit our goals, make our numbers. Every year, we see decreases in … [Read more...]
"As Luck Would Have It....." Posted on April, 2022
I'll start with a golf story. For years, I've tried to play golf. I've gone … [Read more...]
On Consensus Buying Posted on April, 2022
We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
Do You Really Want To Be A Seller? Posted on March, 2022
I was tempted to title this, "Selling--A Calling Or A Job?" When I speak with … [Read more...]
The "Adaptable Selling Process" Posted on March, 2022
I went through my very first sales training class in the late 70's. We were … [Read more...]
Top Performers Do More Of This..... Posted on March, 2022
I love learning what top performers do and what drives high levels of … [Read more...]
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