Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Tag: Lean Sales And Marketing
Do You (And Your Customer) Have A Real Deal?
Virtual Selling Is Not The Future Of Sales! Part 1 Posted on August, 2021
As we emerge from the pandemic, there are a lot of discussions about the future … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
Give Your Sales People What They Need! Posted on August, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement … [Read more...]
It Really Isn't About The Numbers! Posted on July, 2021
All of us focus on the "numbers." We are driven to "make the numbers," because … [Read more...]
Are We Underperforming Our Potential? Posted on July, 2021
It’s the end of the quarter, we’ve hit our numbers. We take a moment to … [Read more...]
What If You Couldn't Discount? Posted on July, 2021
How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
Are You Winning Enough? Posted on July, 2021
This may seem very basic, but I’m constantly surprised by how little we address … [Read more...]
What If We Started With A Blank Sheet Of Paper? Posted on June, 2021
Buying is changing profoundly. This impacts everything we do to try to engage … [Read more...]
"How Are We Doing...." Posted on June, 2021
We're all used to the email surveys, usually following some shopping or customer … [Read more...]
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