As sales people, we know what our job is. We have to generate revenue through … [Read more...]
Tag: Trust
Being A Buyer Is A Foreign Concept To Customers
Are You "Connecting" With Your People? Posted on December, 2021
I was coaching an outstanding sales manager. She's committed to her team and … [Read more...]
Leadership Malpractice Posted on December, 2021
I hate to start posts with a disclaimer, but I will. This post and topic may be … [Read more...]
All Of What We Do Is Really About People Posted on December, 2021
Everything we read about and encounter is about some sort of digital … [Read more...]
Our Selling Process Can Help Our Customers Buy Posted on November, 2021
From my earliest days as a salesperson, I've been taught the "sales process," … [Read more...]
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
Are We Numbed By Work? Posted on November, 2021
I watched a fascinating short film, "Work, I Think It Numbs You, Somehow." It … [Read more...]
"Who Do You Work For?" Posted on November, 2021
My friend Rene Voorhorst and I were having one of our periodic conversations. … [Read more...]
Salespeople, The Help You Are Giving Your Customers Isn't Very Helpful! Posted on November, 2021
Hopefully, most sales people recognize they create more value when they are … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
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