I'm a big fan of Marshall Goldsmith. One of the methods he uses to help people … [Read more...]
Tag: Value Proposition
"Did I Do My Best To...."
Win/Loss Analysis--Are You Learning As Much As You Should? Posted on January, 2022
I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
The "Heavy Lifting" In Buying And Selling Posted on January, 2022
Selling is difficult. We have to find opportunities for our products and … [Read more...]
How Do We Make People Better Off By Working With Us? Posted on December, 2021
Reading an article about Patagonia's and other's strategies, I was struck by the … [Read more...]
Sales And Marketing Alignment Or Integration? Posted on December, 2021
I wonder if we need to rethink our concepts of sales and marketing and how we … [Read more...]
What Are The Two Biggest Factors Impacting Your Win Rate? Posted on December, 2021
I get into a lot of conversations with sales people and leaders about winning … [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...]
"Advancing The Sale" Posted on December, 2021
Most of our time, as sales people, is figuring out, "What do we do next to win … [Read more...]
It's Prediction Season Again Posted on December, 2021
It's that time of year where it's fashionable to make predictions about the big … [Read more...]
Is The Future Of Selling PLG? Posted on November, 2021
I read a lot of commentary from "experts" about PLG--Product Led Growth. … [Read more...]
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