What business problem is your customer solving? Hopefully, it's the problem you … [Read more...]
Tag: Sensemaking
What Business Problem Is Your Customer Solving? How Do They Solve It?
Do You Really Understand Your Customers' Problems? Posted on September, 2023
We are trained on what our products do. We know their capabilities, features … [Read more...]
The Inefficiency Of Human Interaction Posted on August, 2023
Human interaction is remarkably inefficient. It's downright sloppy. We come … [Read more...]
Do You Believe Your Value Proposition? Posted on August, 2023
I'm amazed at the number of sellers that really don't believe their value … [Read more...]
Our Customers Aren't On A Buying Journey... Posted on July, 2023
Most of the time, as sellers, we focus on our self interests. As a result we … [Read more...]
Sales Process, It's Not What We Do To Our Customers.... Posted on July, 2023
When I sit down with sales organizations, we inevitably spend a lot of time … [Read more...]
Driving Our Customers/Prospects Away! Posted on July, 2023
I, and so many others, write constantly about how buying is changing and how … [Read more...]
Making Winning Easier! Posted on July, 2023
Let me be clear, in today's environment winning is never easy. But we make … [Read more...]
Confidence Eroders Posted on July, 2023
Hank Barnes has been writing a fantastic series of articles focusing on Decision … [Read more...]
"But The Competitors' Prices Are Less Than Ours....." Posted on July, 2023
My post, Games Sellers Play, Pricing/Discounting, generated a lot of interesting … [Read more...]
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