Too often, we fail in our initial engagements with our customers. In our … [Read more...]
Tag: Problem Solving
We've Got The Discovery Process All Wrong!
Customers Are Spending Less Time With Salespeople..... Posted on July, 2022
Both the data an our experiences show this, customers are spending less time … [Read more...]
What Our Customers Are Trying To Learn.... Posted on July, 2022
As sellers, we seem to think the most important thing to our customers is … [Read more...]
Sales Is Hard....... Posted on July, 2022
I've been following a fascinating discussion led by David Masover on LinkedIn. … [Read more...]
Selling Process Or Buying Process? Posted on July, 2022
This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
Are You Credible? Posted on July, 2022
Credibility is critical to our ability to engage people, incite them to think … [Read more...]
Call Prep, Doing The Work! Posted on July, 2022
It seems in virtually every professional endeavor that the prep work is as … [Read more...]
Quick Fixes.... Posted on July, 2022
Not long ago, a small group of us were out on our road bikes. One biker hit … [Read more...]
Productive Disagreement Posted on July, 2022
Wherever we turn, it seems we are becoming increasingly disagreeable and … [Read more...]
I Love Selling! Posted on June, 2022
For those who know my background, many may be surprised. But I love … [Read more...]
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