I was talking to a great sales person the other day. We've been talking for … [Read more...]
Tag: Sensemaking
Are We Having The Right Conversations?
"But We're Making Our Number....." Posted on September, 2021
Recently, I had an interesting conversation with an executive. It was a large … [Read more...]
My "Tom Morris" Weekend Posted on September, 2021
The first Saturday every month, my friend/mentor, Ned Miller and I have a … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
Value Is A Mystery..... Posted on August, 2021
Our websites are filled with content about our 'unique value propositions," … [Read more...]
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
The Future Of Work Is Not About Where We Work From Posted on August, 2021
I am probably sounding like a broken record. I apologize, but I think we are … [Read more...]
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Situational Adaptability Posted on August, 2021
I got a prospecting call. We had actually arranged a conversation, the company … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 2 Posted on August, 2021
It's become high fashion to declare the future of selling is "virtual." While … [Read more...]
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