Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
Tag: Sensemaking
Is "Helping Our Customers" Incompatible With Selling?
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express? Posted on March, 2021
The questions we ask shape the responses we get. Too often, our questions, … [Read more...]
Attention To Detail.... Posted on March, 2021
Perhaps one of the most important capabilities/skills for sales people and … [Read more...]
Figuring Things Out! Posted on March, 2021
Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]
"One Size Fits All....." Posted on February, 2021
Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]
Buying/Selling Vs Buyer/Seller Posted on February, 2021
Recently, I've been trying to shift my own thinking and vocabulary about buying … [Read more...]
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Rethinking Sales Enablement Posted on February, 2021
Billions are invested in sales enablement programs, worldwide. We have tools, … [Read more...]
Being Helpful To Customers Posted on February, 2021
Increasingly, we are learning the key to our success, as sales people, is to be … [Read more...]
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