For decades, sales people have been taught about the importance of "Discovery." … [Read more...]
Tag: Value Proposition
The Problem With "Discovery"
The New Sales Channel Posted on February, 2022
Channels "partners" have been a part of sales ever since sales have existed. … [Read more...]
What Does The Customer Need To Move Forward? Posted on February, 2022
There's a major flaw in most of our (sellers/marketers) mindsets when we think … [Read more...]
54% Of Buying Journeys Fail! Posted on February, 2022
This data point has persisted for at least 10 years. Perhaps, if updated, it … [Read more...]
What If There Were No Salespeople? Posted on January, 2022
Let's try a thought experiment. Let's extend all the trends we see around the … [Read more...]
RFP's? Posted on January, 2022
I was doing a Q&A after a keynote at a SKO. It was a very sharp group of … [Read more...]
How Do We Do Better? Posted on January, 2022
Numbers are important in sales. Our goals are based on the numbers. KPI's are … [Read more...]
"Customers hate.....[Fill In The Blank]..." Posted on January, 2022
All my news feeds are filled with guru's talking about how much customers hate … [Read more...]
"What Do You Think Cold Calling Is?" Again????? Posted on January, 2022
Apparently, I stuck my foot into my mouth, but I'm getting use to the taste of … [Read more...]
Pricing Is Never A Sales Problem Posted on January, 2022
Recently, I had an interesting conversation with an executive. He reported on … [Read more...]
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