We are trained on what our products do. We know their capabilities, features … [Read more...]
Tag: Problem Solving
Do You Really Understand Your Customers' Problems?
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...]
What About Seller FOMU? Posted on April, 2023
Thanks to the outstanding work by Matt Dixon and Ted McKenna in "The JOLT … [Read more...]
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
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