I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
Tag: Problem Solving
Doing The Deal Or Solving The Problem
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Please Stop Insisting We Have A Problem Posted on May, 2016
I really appreciate sales people who bring us new insights about things … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
We'll Fix Performance Problems In The Commission Plan! Posted on May, 2016
I'm amazed by the number of calls I for advice on compensation and commission … [Read more...]
What's Your Ask/Tell Ratio? Posted on May, 2016
Whether you are a manager or a sales person, your Ask/Tell ratio is critical to … [Read more...]
Wishful Thinking Posted on May, 2016
Over the past weeks, I've been participating in a number of quarterly … [Read more...]
Prescriptive Selling Posted on April, 2016
I'm seeing a trend toward increasing prescription in selling. By that, I mean … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
"If You Take Away Your Products, What's Left?" Posted on March, 2016
I read a wonderful quote from Colin Shaw, "If you take away a company's … [Read more...]
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