We're all used to the email surveys, usually following some shopping or customer … [Read more...]
Tag: Value Proposition
"How Are We Doing...."
How Value And Value Creation Evolves Posted on June, 2021
It's imperative that we continue to evolve our thinking on value and value … [Read more...]
Rethinking Qualification Posted on June, 2021
Qualification is, perhaps, one of the most important factors to our sales … [Read more...]
Rethinking Rev Ops Posted on May, 2021
There's a lot of discussion about rev ops. In a lot of it, I wonder, "What … [Read more...]
"What Did They Buy It For?" Posted on May, 2021
Some years ago, I was doing a review with a sales team. They closed a huge … [Read more...]
We Get Specialization Wrong! Posted on May, 2021
There's a lot of discussion about specialization in sales. We've always had … [Read more...]
"I Didn't Take The Time To Prepare...." Posted on May, 2021
Today, I participated in a pretty important Zoom meeting. It was an important … [Read more...]
Language, Words And Mindsets Posted on May, 2021
We sales people have adopted a unique vocabulary about what we do and how we … [Read more...]
Our Customers' Complicated Buying Journeys Posted on May, 2021
Buying is complicated---we see all sorts of research confirming this. Whether … [Read more...]
Why Do Customers Buy? Posted on May, 2021
Such a simple question, but too often, we don't really understand the answer to … [Read more...]
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