When I sit down with sales organizations, we inevitably spend a lot of time … [Read more...]
Tag: Sensemaking
Sales Process, It's Not What We Do To Our Customers....
Driving Our Customers/Prospects Away! Posted on July, 2023
I, and so many others, write constantly about how buying is changing and how … [Read more...]
Making Winning Easier! Posted on July, 2023
Let me be clear, in today's environment winning is never easy. But we make … [Read more...]
Confidence Eroders Posted on July, 2023
Hank Barnes has been writing a fantastic series of articles focusing on Decision … [Read more...]
"But The Competitors' Prices Are Less Than Ours....." Posted on July, 2023
My post, Games Sellers Play, Pricing/Discounting, generated a lot of interesting … [Read more...]
Information Asymmetry Posted on June, 2023
I read a post by a respected sales expert on "Information Asymmetry." … [Read more...]
Games Sellers Play, Pricing/Discounting! Posted on June, 2023
For those who've followed me for some time, you know I rarely take a hardliner … [Read more...]
What Does Your Customer Care About? Posted on June, 2023
Pop Quiz time...... Put everything away, pull out a pen/sheet of paper, open … [Read more...]
"Show Your Work...." Posted on June, 2023
I had a restless night with some recurring dreams/nightmares. While it's been … [Read more...]
What's "Prompt Engineering" Have To Do With Sales? Posted on June, 2023
Brent Adamson and I were having one of our normal conversations, by which I … [Read more...]
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