This morning, I had a conversation with an entrepreneur. He was building the … [Read more...]
Tag: Sales Strategies
Understanding Customer Pain Points
1+1+1+1=1 Posted on January, 2020
I'm a great fan of Ray Dalio's, Principles. Today, he posted one of his … [Read more...]
What About Your Customer's Customer? Posted on January, 2020
All of our customers have customers of their own, though they may not recognize … [Read more...]
"What Problem Is The Customer Trying To Solve?" Posted on January, 2020
Pause for a moment. Look at your qualified pipeline. Start at the … [Read more...]
"You Are Doing Everything Wrong!" Posted on January, 2020
I got one of "those" emails. It was from some self proclaimed expert citing … [Read more...]
Sales And "Product Led Growth" Posted on January, 2020
The world goes through constant cycles. Lately, there have been a lot of "Aha, … [Read more...]
When Doing Things Right Is The Wrong Thing Posted on January, 2020
Processes, systems, frameworks are thing that help us do things right. That is, … [Read more...]
When Prospecting Isn't Enough! Posted on December, 2019
It seems universal, we don't have enough in our pipelines, we have to prospect. … [Read more...]
Confusing Simplification With Simplistic Posted on December, 2019
Both we, our customers, our markets, our worlds are getting more and more … [Read more...]
False Choices: Transactional Versus Solution Selling Approaches Posted on December, 2019
Often, I get into conversations about the sales approach a company deploys. … [Read more...]
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