We've all been taught the importance of "discovery." It's that process where we … [Read more...]
Tag: Sales Strategies
The Problem With Our "Discovery Process"
Is Your Solution Easy To Buy? Posted on January, 2021
We focus a lot of our sales enablement and related efforts on making our … [Read more...]
"Free" Is Meaningless If The Customer Doesn't Care! Posted on January, 2021
Someone has been prospecting me. I'll own up to it--normally I ignore 95% of … [Read more...]
"This Is What Your Competitors Are Doing" Posted on January, 2021
Every day, I get a sales pitch through some channel. Often, the theme is … [Read more...]
Are You Using "Sales GPS?" Posted on January, 2021
For years, we've become accustomed to using GPS to help us get to where we are … [Read more...]
What If We Stopped Focusing On Sales, What If We Focused On Selling? Posted on January, 2021
Some readers will suggest I'm playing with words, I don't mean to be. I'm … [Read more...]
Right-Level Selling Posted on December, 2020
We've always been taught to "call high." We are supposed to reach "The … [Read more...]
Sales Role Specialization Posted on December, 2020
A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]
"But We Did It This Way In My Old Company!" Posted on December, 2020
I was speaking with a Sales Executive. He was relatively new to the company, … [Read more...]
It Really Is Only About Me! Posted on December, 2020
Every day, three times a day, I go through my inbox---both email and social … [Read more...]
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