Listen to the proponents of "Social Selling," and it is the future of selling. … [Read more...]
Tag: Sensemaking
Social Selling, Bar Hopping, And Relationship Commoditization
"Buyer's Remorse" Grows Up Posted on December, 2019
When I first started selling -- way back in the dark ages -- one of the things I … [Read more...]
Apples And Oranges Posted on December, 2019
Let's imagine that for some reason you want to evaluate the performance of … [Read more...]
FUD-Fear, Uncertainty, Doubt Posted on December, 2019
FUD has been an element, unfortunately, of sales and selling probably since the … [Read more...]
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...]