In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
Tag: Value Proposition
Do We Really Want Our Sales People To Be Value Creators?
The Digital Buying Journey Is Very Human Posted on November, 2021
We see tremendous research on the digital buying journey. We know customers … [Read more...]
The Customer Is NOT Always Right! Posted on October, 2021
For decades, there's the image of the "customer is always right." Sales people … [Read more...]
Sellers, Your Customers Don't Need You Anymore Posted on October, 2021
Sales people used to be a primary source of information for customers. They … [Read more...]
The Future Of Work Is About More Than Work! Posted on October, 2021
We are facing, possibly, the greatest transformation in the nature of work since … [Read more...]
What Got Us Here Won't Get Us To Where We Need To Be! Posted on October, 2021
The one thing constant in this world is change! Thankfully, if this wasn't a … [Read more...]
The Problem With The Data.... Posted on October, 2021
Data has always been a little problematic. Too often, we find the data that … [Read more...]
"The Joy Of Selling...," Have We Lost It? Posted on October, 2021
As a preface, my friend, Hank Barnes, wrote me saying he and several others are … [Read more...]
Is This Problem Important For Your Customer To Solve? Posted on September, 2021
We struggle to get in front of customers, to find opportunities, to nurture them … [Read more...]
Moving From Information Scarcity To Abundance Posted on September, 2021
In the "good old days," perhaps 10+ years ago, salespeople were the primary … [Read more...]
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