We are taught to "call high." We want to reach the top executives in an … [Read more...]
Tag: Value Proposition
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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...]
The "Tell Me More" Problem Posted on October, 2024
LLMs are providing sellers the opportunity to reshape their engagement … [Read more...]
Information Asymmetry..... Posted on September, 2024
Information Asymmetry has been a powerful tool in buying/selling almost from … [Read more...]
Helping Your Customer Imagine New Possibilities Posted on September, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems … [Read more...]
Isn't Buyer Enablement Everyone's Job? Posted on August, 2024
I read a fascinating discussion on LinkedIn. As with many discussions, there … [Read more...]
Personas Are Not People, Personalization Is Not Connection! Posted on August, 2024
Often, I feel like I'm shouting into a void. Complex B2B buying and selling is … [Read more...]
Are We Missing The Point? Posted on July, 2024
For decades, tools/technologies have been developed with the promise of freeing … [Read more...]
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