A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Tag: Value Proposition
What Are We Trying To "Discover" In Our Discovery Process?
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...]
The "Tell Me More" Problem Posted on October, 2024
LLMs are providing sellers the opportunity to reshape their engagement … [Read more...]
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