Qualification is, perhaps, one of the most important factors to our sales … [Read more...]
Tag: Value Proposition
Rethinking Qualification
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...]
The Irony Of Change Posted on May, 2021
The other day, I was speaking with a colleague about the state of sales/selling. … [Read more...]
"Tell Us Your Top Business Challenge" Posted on May, 2021
A very large telecom company sent me this marketing email. It was one of those, … [Read more...]
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