We misunderstand the customer digital buying journey and what it means to our … [Read more...]
Tag: Sensemaking
The Digital Buying Journey Frees Us To Create Real Value!
Why Are Sellers So Anxious To Kill Off Selling? Posted on March, 2022
There's a huge amount of discussion about the digital buying journey and the … [Read more...]
Are You Asking The "Right" Questions Posted on March, 2022
We know effective questioning is critical for sellers and leaders. Virtually … [Read more...]
Forcing The Customer To Do "Our Jobs" Posted on March, 2022
It's no wonder customers are, increasingly, opting for a rep-free experience. … [Read more...]
Rethinking Value Posted on February, 2022
I was having a fascinating conversation with a good friend and client. We were … [Read more...]
Skating To Where The Puck Was! Posted on February, 2022
There's the famous Wayne Gretzky quote, "I skate to where the puck is going to … [Read more...]
The Problem With "Discovery" Posted on February, 2022
For decades, sales people have been taught about the importance of "Discovery." … [Read more...]
What Does The Customer Need To Move Forward? Posted on February, 2022
There's a major flaw in most of our (sellers/marketers) mindsets when we think … [Read more...]
54% Of Buying Journeys Fail! Posted on February, 2022
This data point has persisted for at least 10 years. Perhaps, if updated, it … [Read more...]
Conversational Intelligence Posted on February, 2022
First, while I believe there is huge potential with conversational intelligence, … [Read more...]
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