Too often, we fail in our initial engagements with our customers. In our … [Read more...]
Tag: Learning
We've Got The Discovery Process All Wrong!
What About Digital Buying Rooms? Posted on July, 2022
There's a lot of good conversation around creating Digital Selling Rooms. … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Imagining A Year In The Life Of A New Salesperson..... Posted on July, 2022
We've a robust hiring market for sales people. Huge salaries, bonuses, other … [Read more...]
Selling Process Or Buying Process? Posted on July, 2022
This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
Are You Credible? Posted on July, 2022
Credibility is critical to our ability to engage people, incite them to think … [Read more...]
Call Prep, Doing The Work! Posted on July, 2022
It seems in virtually every professional endeavor that the prep work is as … [Read more...]
We Just Need To Make More Customer Calls! Posted on July, 2022
Universally, we hear, "We just need to be talking to more customers!" More … [Read more...]
Productive Disagreement Posted on July, 2022
Wherever we turn, it seems we are becoming increasingly disagreeable and … [Read more...]
Account Growth And Innovation Posted on June, 2022
We struggle to get a foothold in a large account. Winning that first deal in … [Read more...]
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