We've long known (whether we use it or not) about the "sales process." … [Read more...]
Tag: Obsessive Learning/Relentless Execution
The Customer Focused Sales Process
Everyone Has A Customer Posted on November, 2021
We struggle to be "customer focused." Somehow, our priorities and goals have … [Read more...]
Are You Curious? Posted on November, 2021
Curiosity is the single skill that transforms everything we do. Sadly, too few … [Read more...]
Are We Numbed By Work? Posted on November, 2021
I watched a fascinating short film, "Work, I Think It Numbs You, Somehow." It … [Read more...]
Our "Success" Blinds Us To Our Underperformance! Posted on November, 2021
Not long ago, I was speaking with the executive team of a fairly large company. … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
On Questions And Questioning Posted on October, 2021
Questions are probably one of the most critical tools for sales people and all … [Read more...]
The Pandemic, What Buyers Discovered Posted on October, 2021
As sellers, the pandemic has forced us to rethink our work and how we engage our … [Read more...]
Great Design Starts From The Outside Posted on October, 2021
I've spent some portion of my career with product designers. It has given me … [Read more...]
The Future Of Work Is About More Than Work! Posted on October, 2021
We are facing, possibly, the greatest transformation in the nature of work since … [Read more...]
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