I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Tag: Trust
Making Sense Of Sensemaking
Can You Actually Convince Your Customers? Posted on February, 2021
There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]
Selling Is A Human Process, Part 2 Posted on January, 2021
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
Meeting Complexity With Complexity Posted on January, 2021
We are surrounded by complexity--in our business, in our communities, in our … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
The Power Of A Smile Posted on January, 2021
This is a bit of self indulgence, but, at the same time, an "a-ha" moment. We … [Read more...]
Right-Level Selling Posted on December, 2020
We've always been taught to "call high." We are supposed to reach "The … [Read more...]
It Really Is Only About Me! Posted on December, 2020
Every day, three times a day, I go through my inbox---both email and social … [Read more...]
Are You Curious About Who Your Customer Is? Posted on November, 2020
It seems odd to write a post for sales professionals (and unprofessionals), … [Read more...]
Back To Basics Posted on October, 2020
I saw an article in my newsfeed by McKinsey: How European marketing and sales … [Read more...]
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