Everything in selling today is about "Insight." But we make insights more … [Read more...]
Tag: Learning
Rethinking Insights
A Plethora Of Data Posted on May, 2022
As a bit of a preface, I'm a tremendous fan of the artwork of Theodor Geisel, … [Read more...]
Getting Commitments.... Posted on April, 2022
All of us, as we develop as sales professionals, learn that we need to seek … [Read more...]
Being Interesting Or Interested? Posted on April, 2022
Spoiler alert, we really seek to be both interested and interesting, and we hope … [Read more...]
We Won, But..... Posted on April, 2022
We celebrate our wins and victories, as we should. Sometimes, we do a debrief … [Read more...]
The Questions We Ask, Shape The Answers We Get..... Posted on April, 2022
In sales, we learn that questions are critical to our ability to understand our … [Read more...]
Can We Know More Than Our Customers? Posted on April, 2022
Since my earliest days of selling, I have been taught, to create real value and … [Read more...]
Developing Your People Posted on April, 2022
As managers, we tend to focus on the "here and now." We obsess over pipelines, … [Read more...]
Information Asymmetry, Turning The Tables Posted on April, 2022
In the old days, when I used to hail a horse drawn carriage to take me to my … [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...]
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