There seems to be an arrogance or conceit in so many of the conversations I see … [Read more...]
Tag: Sensemaking
Our Customers Are Changing Faster Than We Are!
Obsessing About What Our Customers Think Of Us Posted on April, 2023
One of my favorite wastes of 30 minutes, every Friday, is to listen to Coffee … [Read more...]
How Do We Win? Posted on April, 2023
Probably one of the most important questions to sellers, at all levels is, "How … [Read more...]
Basic Principles Endure..... Posted on March, 2023
The only constant is change----everything about selling has changed and will … [Read more...]
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...]
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