In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
Tag: Problem Solving
Do We Really Want Our Sales People To Be Value Creators?
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...]
The Customer Is NOT Always Right! Posted on October, 2021
For decades, there's the image of the "customer is always right." Sales people … [Read more...]
The Great Reinvention! Posted on October, 2021
There's a lot of talk about the Great Resignation. Partly, a result of the … [Read more...]
Sellers, Your Customers Don't Need You Anymore Posted on October, 2021
Sales people used to be a primary source of information for customers. They … [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...]
"The Joy Of Selling...," Have We Lost It? Posted on October, 2021
As a preface, my friend, Hank Barnes, wrote me saying he and several others are … [Read more...]
Is This Problem Important For Your Customer To Solve? Posted on September, 2021
We struggle to get in front of customers, to find opportunities, to nurture them … [Read more...]
Moving From Information Scarcity To Abundance Posted on September, 2021
In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
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