Recently, I was coaching a seller on a critical call he was about to make. His … [Read more...]
Tag: Value Proposition
AI Isn't The Selling Point!
What Are We Trying To "Discover" In Our Discovery Process? Posted on January, 2025
A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
Customers Can't Tell You What They Need! Posted on December, 2024
I think since the first book on selling was ever written, we have internalized … [Read more...]
"I'm Trying To Think, But Nothing Happens....." Posted on December, 2024
Too often, as I look at my feeds, or as I discuss many well intended … [Read more...]
Who Is This Important To? Posted on November, 2024
We are taught to "call high." We want to reach the top executives in an … [Read more...]
Is The Problem You Solve The Problem The Customers Have? Posted on November, 2024
Recently, I've been having a number of fascinating conversations with sellers on … [Read more...]
Seek First To Understand..... Posted on October, 2024
The 7 Habits Of Highly Effective People was originally published on August 15, … [Read more...]
Forcing Customers To Buy The Way We Want To Sell! Posted on October, 2024
There's a fascinating article in HBR this month, A Better Way To Link Sales And … [Read more...]
- 1
- 2
- 3
- …
- 78
- Next Page »