I think since the first book on selling was ever written, we have internalized … [Read more...]
Tag: Sensemaking
Customers Can't Tell You What They Need!
Until People Are Interested In The Questions, The Answers Are Irrelevant Posted on November, 2024
Charlie Green and I had a fascinating conversation about a person he's coaching. … [Read more...]
Pushy Vs. Pushing, A Matter Of Context Posted on November, 2024
Sellers are too Pushy! Customers always seem to move more slowly than sellers … [Read more...]
Forcing Customers To Buy The Way We Want To Sell! Posted on October, 2024
There's a fascinating article in HBR this month, A Better Way To Link Sales And … [Read more...]
The "Tell Me More" Problem Posted on October, 2024
LLMs are providing sellers the opportunity to reshape their engagement … [Read more...]
Information Asymmetry..... Posted on September, 2024
Information Asymmetry has been a powerful tool in buying/selling almost from … [Read more...]
Helping Your Customer Imagine New Possibilities Posted on September, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems … [Read more...]
Isn't Buyer Enablement Everyone's Job? Posted on August, 2024
I read a fascinating discussion on LinkedIn. As with many discussions, there … [Read more...]
On Differentiation Posted on July, 2024
Differentiation is critical in buying/selling. Differentiation gives buyers … [Read more...]
Where's The Customer? Posted on July, 2024
In the press of developing and executing our GTM strategies, there's a tendency … [Read more...]
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