We are facing, possibly, the greatest transformation in the nature of work since … [Read more...]
Tag: Overcoming Crises
The Future Of Work Is About More Than Work!
What Got Us Here Won't Get Us To Where We Need To Be! Posted on October, 2021
The one thing constant in this world is change! Thankfully, if this wasn't a … [Read more...]
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...]
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