Based on much of the press, much of it created by vendors of AI solutions, AI is … [Read more...]
Tag: Lean Sales And Marketing
AI And Sales, What We Misunderstand
Sales People/Manager Churn Is Unacceptable! Posted on February, 2019
Over the past several weeks, I've been involved in a number of conversations … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
"What We Do Is Not Complicated" Posted on February, 2019
There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
Great Habits Start With Simple Things Posted on February, 2019
This post is another of my learnings on my personal learning journey on micro … [Read more...]
Training And The Forgetting Curve Posted on February, 2019
Not long ago, I wrote a post, Sales Training And The "Forgetting Curve." It's … [Read more...]
What's The Most Pressing Part Of The Sales Process Today? Posted on January, 2019
Recently, I was having a conversation with a good friend and colleague. He … [Read more...]
The Buyer's Journey, One Step At A Time Posted on January, 2019
Most sales people focus on the outcome of the deal. They want to get to the … [Read more...]
Transactional Versus Complex Selling Posted on January, 2019
We glibly toss around phrases like "We have a transactional selling process," … [Read more...]
Just Because We're In Your ICP Doesn't Mean I Have A Need To Buy! Posted on January, 2019
I wrote about how badly too many sales people conduct discovery with their … [Read more...]
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