I'm stunned by how many sellers hate their customers! Sit and talk with a group … [Read more...]
Tag: Sensemaking
"Selling Would Be So Great If It Weren't For Those Friggin Customers!"
Discovery, It Isn't All About Us Posted on September, 2022
Continuing my series on selling skills we thought we knew but really don't … [Read more...]
Do More, Do Better, Do Differently.... Posted on September, 2022
We are driven to grow, to drive much higher levels of revenue and attainment. … [Read more...]
Having Sales Conversations..... Posted on September, 2022
Imagine, you are sitting at an airport, on a plane, perhaps in a Starbucks, or … [Read more...]
Pipelines, A Tutorial Posted on September, 2022
Recently, a reader wrote, asking a lot of questions about pipelines--what are … [Read more...]
Customer "Systems" Posted on September, 2022
I wrote about how our organizations are sets of interrelated/interdependent … [Read more...]
Knowing How Things Work, Versus Knowing The Answers Posted on September, 2022
I wrote a post, "Do Sellers Really Understand How Businesses Work." I wanted to … [Read more...]
Customers And Sellers, Conflicting Systems Posted on September, 2022
I've been writing a series on the importance of systems thinking in buying and … [Read more...]
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
The "Sales Tolerance Stack Up Problem" Posted on September, 2022
As an engineer, I learned it is impossible to design and build the perfect part. … [Read more...]
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