All of us, as we develop as sales professionals, learn that we need to seek … [Read more...]
Tag: Sensemaking
Getting Commitments....
The Questions We Ask, Shape The Answers We Get..... Posted on April, 2022
In sales, we learn that questions are critical to our ability to understand our … [Read more...]
Can We Know More Than Our Customers? Posted on April, 2022
Since my earliest days of selling, I have been taught, to create real value and … [Read more...]
Order, Seller, Or Buyer Centric? Posted on April, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on … [Read more...]
Information Asymmetry, Turning The Tables Posted on April, 2022
In the old days, when I used to hail a horse drawn carriage to take me to my … [Read more...]
Understanding Our Customers' Businesses Better Than They Do? Posted on April, 2022
I've always sought to understand my prospects' and my customers' business better … [Read more...]
Objecting To Objections Posted on April, 2022
Lately, I've been watching some eLearning programs on objection handling. It … [Read more...]
Should We Be That Surprised By The Digital Buying Journey? Posted on April, 2022
The "big news" in customer engagement is the customer digital buying journey. … [Read more...]
When Is An Interruption Not An Interruption? Posted on April, 2022
I see lots of conversations about "interrupting our customers." There are … [Read more...]
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us.... Posted on April, 2022
I've been involved in business, primarily customer facing or leadership roles, … [Read more...]
- « Previous Page
- 1
- …
- 15
- 16
- 17
- 18
- 19
- …
- 35
- Next Page »