Imagine a customer with a problem. But that problem, is very different … [Read more...]
Tag: Problem Solving
The "Problem" Is Different Depending On Where You Sit
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...]
We Won, But..... Posted on April, 2022
We celebrate our wins and victories, as we should. Sometimes, we do a debrief … [Read more...]
What's The Most Important Thing? Posted on April, 2022
Everyday, we get pummeled with LinkedIn Surveys asking us "What's the most … [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...]
Order, Seller, Or Buyer Centric? Posted on April, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on … [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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