The only constant is change----everything about selling has changed and will … [Read more...]
Tag: Sensemaking
Basic Principles Endure.....
What About Our Competitors??? Posted on March, 2023
We are obsessed with our competition. We study them and their strategies. We … [Read more...]
What Problem Is Your Customer Trying To Solve? Posted on March, 2023
My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain … [Read more...]
On Scarcity And Abundance Posted on March, 2023
The concepts of scarcity and abundance touch all aspects of our lives. The more … [Read more...]
Sales People Need To Be Subject Matter Experts! Posted on March, 2023
I don't think anyone would disagree with the statement, "Sales people need to be … [Read more...]
Knowing The Answers Isn't Enough Posted on February, 2023
As sellers a large part of our job is providing answers. Our customers want to … [Read more...]
"Just The Facts, Ma'am..." Posted on February, 2023
If you search the streaming services, you can find a classic 1950's Police TV … [Read more...]
Value Creation Is Really About Building Value Continuously Posted on January, 2023
We need to develop a deeper understanding of the value creation/realization … [Read more...]
What If We Focused On The Questions, Rather Than The Answers? Posted on January, 2023
We know questions are important, but somehow they seem to slow us down. Most … [Read more...]
Making Selling Easier Posted on January, 2023
It's human nature to search for easier ways to get our work done. Selling will … [Read more...]
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