The one thing constant in this world is change! Thankfully, if this wasn't a … [Read more...]
Tag: Overcoming Crises
What Got Us Here Won't Get Us To Where We Need To Be!
Moving From Product Features To Insight Posted on September, 2021
Recently, I was doing a workshop with a really great sales team. We were … [Read more...]
The Wentworth Prospect Posted on September, 2021
I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
The Future Of Work Is Not About Where We Work From Posted on August, 2021
I am probably sounding like a broken record. I apologize, but I think we are … [Read more...]
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
What If They Aren't Looking? Posted on July, 2021
We know that customers are moving increasingly to a digital buying journey, … [Read more...]
Thinking About Objections Posted on June, 2021
Sales people have always had a bit of a weird mindset on objections. We do … [Read more...]
We Get Specialization Wrong! Posted on May, 2021
There's a lot of discussion about specialization in sales. We've always had … [Read more...]
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