Just as selling has evolved, buying has evolved--but differently. Too often, … [Read more...]
Tag: Sensemaking
What Buyers Need From Sellers
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...]
What We Miss About Value Posted on January, 2024
The majority of sellers don't understand value. As a result, the only thing … [Read more...]
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