Knowledge is power. We try to accumulate as much knowledge as we can. It gives … [Read more...]
Tag: Sensemaking
Knowledge Is Power, Shared Knowledge Is....
Social Selling, Bar Hopping, And Relationship Commoditization Posted on February, 2020
Listen to the proponents of "Social Selling," and it is the future of selling. … [Read more...]
"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...]