We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
Sales People Create Longer Cycles, Not Customers
Generative AI, Telling Us What We Already Should Know? Posted on March, 2024
Our feeds are filled with hacks, prompts, "cheat sheets" offering things like, … [Read more...]
You Are Your Company's "Value Proposition" Posted on March, 2024
We still have very antiquated views of our "value proposition." Most of the … [Read more...]
What Buyers Need From Sellers Posted on March, 2024
Just as selling has evolved, buying has evolved--but differently. Too often, … [Read more...]
Rediscovering "Discovery" Posted on February, 2024
"Discovery" has been an important part of the sales process ever since I started … [Read more...]
Mis-diagnosis Posted on February, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some … [Read more...]
What Value Are Your Customers Creating For You? Posted on February, 2024
We've been taught we have to create value with our customers. There are a lot … [Read more...]
Do Your Customers Feel Heard? Posted on February, 2024
We are driven to pitch our products and solutions. Our questioning and … [Read more...]
Problem Or Product Focused Selling? Posted on January, 2024
It's Monday morning, I've just cleared my email and social feeds. Each of us … [Read more...]
Our Job Is Helping The Customer, But All We Do Is Focus On Beating The Competition..... Posted on January, 2024
I have to start this post with an acknowledgement and a concern about … [Read more...]
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