It's no wonder customers are, increasingly, opting for a rep-free experience. … [Read more...]
Tag: Sales Process
Forcing The Customer To Do "Our Jobs"
The Only "Guaranteed" Sales Advice! Posted on February, 2022
Everyday we are deluged with tips, techniques, hacks, and tricks to improve our … [Read more...]
Skating To Where The Puck Was! Posted on February, 2022
There's the famous Wayne Gretzky quote, "I skate to where the puck is going to … [Read more...]
"This Is The Way We Have Always Done Things....." Posted on February, 2022
I was reading a LinkedIn conversation between a number of people I really … [Read more...]
Why Should We Expect Our Customers To Change? Posted on February, 2022
What sellers do is drive customers to change. Whether it's a change effort … [Read more...]
Questions I'm Thinking About Posted on January, 2022
It's customary, on the final day of the year, to set some goals, resolutions. … [Read more...]
Our Customers Don't Know How To Buy, Are We Helping Them Learn? Posted on January, 2022
While it's some years old, we all know the "spaghetti chart," from Gartner. As … [Read more...]
If Practice Makes Perfect, Why Do We Keep Practicing The Wrong Things? Posted on January, 2022
We know to master any skill, it takes practice. It may be Malcolm Gladwell's … [Read more...]
Win/Loss Analysis--Are You Learning As Much As You Should? Posted on January, 2022
I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
What Got Us Here Won't Get Us To Where We Need To Be Posted on December, 2021
Part of what enables us to achieve is our experience and past success. Stated … [Read more...]
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