There's a lot of good conversation around creating Digital Selling Rooms. … [Read more...]
Tag: Sensemaking
What About Digital Buying Rooms?
Customers Are Spending Less Time With Salespeople..... Posted on July, 2022
Both the data an our experiences show this, customers are spending less time … [Read more...]
Standing Out When The "Well Is Poisoned" Posted on July, 2022
Recently, I've had a number of conversations with frustrated executives. CROs … [Read more...]
What Our Customers Are Trying To Learn.... Posted on July, 2022
As sellers, we seem to think the most important thing to our customers is … [Read more...]
Helping Customers Buy! Posted on July, 2022
We work to find a customer with a need to change. They have a problem that we … [Read more...]
Sales Is Hard....... Posted on July, 2022
I've been following a fascinating discussion led by David Masover on LinkedIn. … [Read more...]
Selling Process Or Buying Process? Posted on July, 2022
This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
Productive Disagreement Posted on July, 2022
Wherever we turn, it seems we are becoming increasingly disagreeable and … [Read more...]
Why Do We Call Them Objections? Posted on July, 2022
We encounter them all the time. The customer has a point of view that differs … [Read more...]
I Love Selling! Posted on June, 2022
For those who know my background, many may be surprised. But I love … [Read more...]
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