As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
Tag: Overcoming Crises
Value Realization, Value Positioning, Value Creation
"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...]
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
The Future Of Selling Driven By The Future Of Work! Posted on April, 2021
I was involved in a fascinating Clubhouse discussion on the future of selling. … [Read more...]
On Change, Tension, Conflict..... Posted on April, 2021
Might as well get this "ugly" topic out in the open for discussion. It's … [Read more...]
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