I've been a huge fan of Hank Barne's research on buying and buyer regret. Over … [Read more...]
Tag: Sensemaking
Buyers Are Getting Better, Are Sellers?
Win Rates, Are You Important To Your Customer? Posted on February, 2025
Recently, I've been involved in a number of discussions about "Win Rates." … [Read more...]
Coaching Our Customers Posted on January, 2025
I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
Do You Know Your Customers' Personal Objectives? Posted on January, 2025
"Behind every business objective is the fulfillment of a personal … [Read more...]
AI Isn't The Selling Point! Posted on January, 2025
Recently, I was coaching a seller on a critical call he was about to make. His … [Read more...]
Customers Can't Tell You What They Need! Posted on December, 2024
I think since the first book on selling was ever written, we have internalized … [Read more...]
Until People Are Interested In The Questions, The Answers Are Irrelevant Posted on November, 2024
Charlie Green and I had a fascinating conversation about a person he's coaching. … [Read more...]
Pushy Vs. Pushing, A Matter Of Context Posted on November, 2024
Sellers are too Pushy! Customers always seem to move more slowly than sellers … [Read more...]
Forcing Customers To Buy The Way We Want To Sell! Posted on October, 2024
There's a fascinating article in HBR this month, A Better Way To Link Sales And … [Read more...]
The "Tell Me More" Problem Posted on October, 2024
LLMs are providing sellers the opportunity to reshape their engagement … [Read more...]
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