There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]
Tag: Sensemaking
Can You Actually Convince Your Customers?
Selling Is A Human Process, Part 2 Posted on January, 2021
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
Meeting Complexity With Complexity Posted on January, 2021
We are surrounded by complexity--in our business, in our communities, in our … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
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...]
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