I had a fascinating call with a young sales person. He'd been reading a lot of … [Read more...]
What Do I Do With The Answers To These Questions?
Do Our Discovery Questions Really Allow Us To Do That? Posted on September, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Does Your Customer Understand Their "Why?" Posted on September, 2020
When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
"Let's Partner!" Posted on September, 2020
"Let's partner," or many variations on the theme appear in a large number of the … [Read more...]
The Five "Why's" Posted on September, 2020
The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]
Getting Rid Of The "Value Proposition" Posted on September, 2020
I found myself talking about a "Value Proposition." It caused me to pause, … [Read more...]
Experience Does(nt) Matter Posted on September, 2020
Experience is an interesting thing. It is, sometimes, very helpful. But, too … [Read more...]
Why, What, How, Who, When, Where Posted on August, 2020
We see versions of these words in different contexts. If you've ever been a … [Read more...]
The Future Of Selling, It's About People, Connecting In A Disconnected World Posted on August, 2020
I wrote, The Future Of Selling Isn't What You Think It Is. Basically, it was a … [Read more...]
The Future Of Selling, Not What You Think It Will Be Posted on August, 2020
There seems to be wide agreement that the pandemic and related economic and … [Read more...]
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