We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
Tag: Sensemaking
Language, Words And Mindsets
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
Why Do Customers Buy? Posted on May, 2021
Such a simple question, but too often, we don't really understand the answer to … [Read more...]
Problem Focused Growth Posted on April, 2021
I wrote about Product Led Growth. It's the latest hot new strategy being … [Read more...]
Rethinking The Sales Process Posted on April, 2021
Preface: It's always dangerous to preface an article with a warning. This is a … [Read more...]
On Change, Tension, Conflict..... Posted on April, 2021
Might as well get this "ugly" topic out in the open for discussion. It's … [Read more...]
Our "Attention" Problem Posted on April, 2021
Recently, I participated in a Clubhouse discussion, it was my first and I was … [Read more...]
"Nothing Happens Until Someone Sells Something" Posted on April, 2021
We all say this, "Nothing happens until someone sells something." I don't know … [Read more...]
Rethinking BDRs? Posted on April, 2021
I recently read a post from Dave Kurlan entitled, "Why I Believe We Should Blow … [Read more...]
Discounting And Defending Value Posted on March, 2021
We try to create value with our customers. Our value has various … [Read more...]
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