Just got off a call with one of the best salespeople I've ever worked with. We … [Read more...]
Tag: Sensemaking
Combative Conversations.....
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
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...]
- « Previous Page
- 1
- 2
- 3
- 4
- 5
- …
- 36
- Next Page »