The majority of sellers don't understand value. As a result, the only thing … [Read more...]
Tag: Sensemaking
What We Miss About Value
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...]
Why Can't We Be Customer Focused? Posted on December, 2023
This morning, I've been having a fascinating email conversation with my friend, … [Read more...]
Can You Answer This Question: "Tell Me More..." Posted on November, 2023
I've noticed a huge gap in how we equip and train our sellers, how we help them … [Read more...]
"We're So Vain, We Probably Think It About Us...." Posted on November, 2023
One of my favorite songs, as a kid, was Carly Simon's "You're So Vain...." It … [Read more...]
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