I'm attending CEB's Sales and Marketing Summit. If you ever have the … [Read more...]
Tag: Problem Solving
The Collaboration Formula
Solving The Customer's Problem Posted on October, 2015
Yesterday, I had one of those "Aha" moments. I realized that much of what I've … [Read more...]
Paying Attention Posted on October, 2015
Perhaps it's because it's early Fall (for us in the Northern Hemisphere), but a … [Read more...]
What Is The Most Important Problem To Solve Now? Posted on October, 2015
I had an interesting conversation with Pam Hege this morning. It started with a … [Read more...]
"We Can't Justify Your Price......" Posted on October, 2015
We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
What Have You Done Lately? Posted on September, 2015
Sales is the only job where the scorecard on performance is reset at the … [Read more...]
The Challenger Customer Posted on September, 2015
Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Critical Selling Skills That Distinguish Top Performers Posted on September, 2015
Last week, Tim Ohai and I were talking about the future of selling. We got onto … [Read more...]
The Intersection Of Seth Godin And Challenger And Insight Driven Sales Posted on September, 2015
For some time, I've had the famous Jack Nicholson/Tom Cruise scene in "A Few … [Read more...]
Don't Focus On Sales Velocity, Focus On Buying Velocity! Posted on September, 2015
We spend a lot of time seeking to increase pipeline velocity, compressing sales … [Read more...]
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