I have to start this post with an acknowledgement and a concern about … [Read more...]
Tag: Sensemaking
Our Job Is Helping The Customer, But All We Do Is Focus On Beating The Competition.....
AI, Salespeople, And The "Last Mile Problem" Posted on January, 2024
AI offers tremendous promise to help sellers become much more efficient. A lot … [Read more...]
Letting Our Customers Ask Us The Wrong Questions! Posted on January, 2024
It's SKO season, yesterday I was leading a discussion with a great sales team. … [Read more...]
What We Miss About Value Posted on January, 2024
The majority of sellers don't understand value. As a result, the only thing … [Read more...]
The Gift Of Uncertainty Posted on January, 2024
It's human nature to be uncomfortable with uncertainty. We are driven to have … [Read more...]
Customers Need Help, But Do We Want To Be Helpful? Posted on December, 2023
Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]
Our Unique Value Proposition Posted on December, 2023
As sellers, we always talk about the importance of our "Unique Value … [Read more...]
Is Selling Dead Or Dying? Posted on December, 2023
It's interesting to see continued predictions of the death of selling. There … [Read more...]
The "Recipe" Is Just The Starting Point..... Posted on December, 2023
Recently, just to try something different, I signed up for a cooking class. The … [Read more...]
"Information, Information Everywhere, But Not A Bit To ........." Posted on December, 2023
The Rime of the Ancient Mariner has a famous line, "Water, water everywhere, but … [Read more...]
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