When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
Tag: Problem Solving
Does Your Customer Understand Their "Why?"
"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...]
Reinventing Selling! Posted on August, 2020
The pandemic, social change, and economic crises impact all of us, personally, … [Read more...]
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
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