We all know the importance of conducting discovery calls. In principle, a … [Read more...]
Tag: Lean Sales And Marketing
Are You Guilty Of Conducting "Non-Discovery?"
There Are No Secrets In Selling! Posted on January, 2019
I am flattered that Brandon Bornancin wants to interview me for his upcoming … [Read more...]
Building Your Support System Posted on January, 2019
This is one of those topics I never thought I would have to write about. It's a … [Read more...]
Starting With A Blank Sheet Of Paper Posted on January, 2019
I'd like to go through a thought experiment. You can play along, take out a … [Read more...]
How "Sales-speak" Limits Us Posted on January, 2019
Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
What's The Customer Business Problem? Posted on January, 2019
My friend, Tim Ohai, made an interesting statement, "Sadly many sales people … [Read more...]
The New Value Proposition: Sense Making Posted on January, 2019
As it should, the concept of the value proposition has changed dramatically over … [Read more...]
Getting By Or Getting Ahead Posted on January, 2019
Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my … [Read more...]
Focus On The Customer Need To Buy Posted on January, 2019
The big problem sales people have is their obsessive focus on their need to … [Read more...]
Learning From "Lazy" Salespeople Posted on January, 2019
"Lazy" sales people are among my favorites--let me qualify that. "Lazy" sales … [Read more...]
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