Report after report tell us that buyers are failing in their mission to solve a … [Read more...]
Tag: Sensemaking
Buying Is Broken! What's This Mean For Selling?
Managers, Our People Are Our Customers Posted on May, 2022
What if we applied the principles of high impact, value creating selling to our … [Read more...]
We Know About The "Digital Buying Journey," But What Does This Mean About Digital Trust? Posted on May, 2022
We know trust is important in all our relationships. We know that trust is … [Read more...]
Enabling Our Customers To Feel Good About Themselves And What They Are Doing Posted on May, 2022
I wrote, People Buy From People, focusing on the importance of human based … [Read more...]
"People Buy From People....." Posted on May, 2022
I don't know how many times I've read this mantra about selling. I don't know … [Read more...]
Is Thought Leadership Enough? Posted on May, 2022
Thought leadership is important. Helping customers rethink what they are doing, … [Read more...]
Our Customers' Stories Posted on May, 2022
Organizations spend millions in creating content. A key element is content from … [Read more...]
Improv In Selling Posted on May, 2022
Readers might be a little surprised about the concept of Improv In Selling. … [Read more...]
Rethinking Insights Posted on May, 2022
Everything in selling today is about "Insight." But we make insights more … [Read more...]
The "Problem" Is Different Depending On Where You Sit Posted on May, 2022
Imagine a customer with a problem. But that problem, is very different … [Read more...]
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