In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
Tag: Sensemaking
Selling Is A Human Process
Getting What We Want Posted on January, 2021
Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]
The Power Of A Smile Posted on January, 2021
This is a bit of self indulgence, but, at the same time, an "a-ha" moment. We … [Read more...]
Don't Let Your Customer Buy Because Of What Your Product Costs! Posted on January, 2021
We set ourselves up for failure, we set our customers up for failure when we … [Read more...]
Sales Role Specialization Posted on December, 2020
A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]
Selling In A Covid-19 World Posted on December, 2020
We all know the world has changed profoundly in the past year. So much of what … [Read more...]
Chaos, Complexity, Predictable Revenue, Making "Big Moves" Posted on November, 2020
For the past decade, so many have sought to mechanize selling, creating … [Read more...]
Are You Curious About Who Your Customer Is? Posted on November, 2020
It seems odd to write a post for sales professionals (and unprofessionals), … [Read more...]
A Next Gen Sales Methodology Posted on October, 2020
Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales … [Read more...]
Removing Obstacles! Posted on October, 2020
When you look at the job of the sales person or that of the manager, at it's … [Read more...]
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