FUD has been an element, unfortunately, of sales and selling probably since the … [Read more...]
Tag: Sensemaking
FUD-Fear, Uncertainty, Doubt
Role Clarity Posted on December, 2019
Over the past few years, I've noticed a disturbing trend on role clarity. By … [Read more...]
Expecting Our People To Think For Themselves Posted on November, 2019
I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
Deal Strategies, Helping The Customer Buy Posted on October, 2019
Recently I wrote, "What If We Kept The Target Close Date Sacred?" It focused on … [Read more...]
Bits And Pieces, September 14, 2019 Posted on September, 2019
It's been a while since I've published one of these. The purpose of the "Bits … [Read more...]
Customers And Rational Behaviors Posted on August, 2019
Too often, I'm in reviews with sales people whining, "The customer is … [Read more...]
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
Do We Need Sales People Any Longer? Posted on August, 2019
Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]