We still have very antiquated views of our "value proposition." Most of the … [Read more...]
Tag: Sensemaking
You Are Your Company's "Value Proposition"
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...]
AI, Salespeople, And The "Last Mile Problem" Posted on January, 2024
AI offers tremendous promise to help sellers become much more efficient. A lot … [Read more...]
Letting Our Customers Ask Us The Wrong Questions! Posted on January, 2024
It's SKO season, yesterday I was leading a discussion with a great sales team. … [Read more...]
- « Previous Page
- 1
- 2
- 3
- 4
- 5
- …
- 35
- Next Page »