We get discovery wrong in so many ways: We fail to do discovery. We jump … [Read more...]
Tag: Sales Strategies
Discovery, What's Your Customer Learning?
Building On Shaky Foundations Posted on August, 2019
It was an interesting conversation. I was meeting with a very thoughtful sales … [Read more...]
The Lowest Form Of Sales Management Posted on August, 2019
Sadly, too many managers seem to mindlessly echo the same meaningless mantra … [Read more...]
Sales Is Simple, Buying Isn't! Posted on August, 2019
I succumbed to a certain amount of narcissism (as I often do) in my post: Sales … [Read more...]
High Performance Selling, Putting The Pieces Together Posted on August, 2019
Have you ever put together a jigsaw puzzle? Recently, I was sitting in a hotel … [Read more...]
Sales Is Simple, Simple Isn't Easy Posted on August, 2019
Stripped of everything else sales is simple. At it's core, sales is about: … [Read more...]
Looking For Answers In Different Places Posted on July, 2019
This week, I had the privilege of sitting with some of the smartest people I … [Read more...]
Rethinking Time Posted on July, 2019
While it's trite, I have to start with some basic assumptions about … [Read more...]
Do Just This One Thing! Posted on July, 2019
Imagine coaching a basketball player, "All you have to do is master your foul … [Read more...]
"What Could Go Wrong?" Posted on July, 2019
It seems to be human nature that we don't want to think about what could go … [Read more...]
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