As sales professionals, we are responsible for driving revenue growth for our … [Read more...]
Tag: Value Proposition
"Doing More," Is Not A Growth Strategy! Neither Are Miracle Cures!
Is "Helping Our Customers" Incompatible With Selling? Posted on March, 2021
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
Ban "Corporate Glamour Charts!" Posted on February, 2021
I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
Are You Confident Enough In Your Value Not To Discount? Posted on February, 2021
Discounting has reached Pandemic levels. It used to be something we used as a … [Read more...]
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Can You Actually Convince Your Customers? Posted on February, 2021
There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]
Selling Is A Human Process, Part 2 Posted on January, 2021
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
Meeting Complexity With Complexity Posted on January, 2021
We are surrounded by complexity--in our business, in our communities, in our … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
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