In today's world, it's pretty easy to "know the answers." At least with respect … [Read more...]
Tag: Problem Solving
Knowing The Answers Or Knowing What They Mean?
Is The "Buyer Journey" Even A Thing Anymore? Posted on November, 2023
Ever since I started selling--you know back in the old days when phones were … [Read more...]
Do You Really Understand Your Customers' Problems? Posted on September, 2023
We are trained on what our products do. We know their capabilities, features … [Read more...]
On Reflection....... Posted on August, 2023
"We do not learn from experience, We learn from reflecting on experience." John … [Read more...]
Skipping "Foundational Knowledge" Posted on June, 2023
Foundational knowledge is about developing fundamental understanding about the … [Read more...]
What Does Your Customer Care About? Posted on June, 2023
Pop Quiz time...... Put everything away, pull out a pen/sheet of paper, open … [Read more...]
Let's Talk About Lean Manufacturing For A Moment.... Posted on June, 2023
So much of what our focus in "modern selling," seems to be the adaptation of … [Read more...]
"Show Your Work...." Posted on June, 2023
I had a restless night with some recurring dreams/nightmares. While it's been … [Read more...]
Selling In Tough Times.... Posted on June, 2023
"Tough times demand tougher selling!" That seems to be a mantra many people … [Read more...]
Discovering And Qualifying Is Not Just For Sellers Posted on May, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
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