We tend to think differently about our behaviors in engaging customers and … [Read more...]
Tag: Value Proposition
"Selling Internally," Driving Transformation
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Situational Adaptability Posted on August, 2021
I got a prospecting call. We had actually arranged a conversation, the company … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 2 Posted on August, 2021
It's become high fashion to declare the future of selling is "virtual." While … [Read more...]
Asking The Wrong Questions! Posted on August, 2021
Our engagement strategies are, too often, failing us. I suspect it's because we … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
What's Your Ideal Customer Profile Posted on August, 2021
Not every customer is "our" customer or even a potential customer. It's common … [Read more...]
What If They Aren't Looking? Posted on July, 2021
We know that customers are moving increasingly to a digital buying journey, … [Read more...]
What If You Couldn't Discount? Posted on July, 2021
How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
How Important Is Price? Posted on July, 2021
Price is important—of course, but sometimes I think we, sales people, make it … [Read more...]
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