Buying has changed. The traditional role of the sales person in "teaching" the … [Read more...]
Tag: Sales Strategies
Buyers Are Self Educating, So Should Sellers!
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
"We Aren't In Kansas Anymore, Dorothy" Posted on May, 2013
If anyone has doubts about how much professional selling is changing, download … [Read more...]
The Ability To "Figure It Out" Posted on April, 2013
There's a great article in the Harvard Business Review, "Figure It Out." Be … [Read more...]
Insight Is All About Having A Point Of View Posted on April, 2013
Insight is all about having a point of view, but too often I see sales people … [Read more...]
Good News, We Won! Bad News, We Won! Posted on April, 2013
Over the past few weeks, I've published a number of posts on pricing, value … [Read more...]
Mass Customization, Creating "Markets Of 1" Posted on April, 2013
In 1999, Joe Pine published a fascinating book, Mass Customization. It focused … [Read more...]
Customer Retention, Different Approaches Posted on April, 2013
Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
There's Insight, Then There's INSIGHT! Posted on April, 2013
Our customers are starved for ideas and insight. That's why, the sales … [Read more...]
You're Making The Number, But Are You Achieving Your Potential Posted on March, 2013
I'm an unapologetic believer in the concept, "It's your God-given right to 100% … [Read more...]
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