I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Tag: Value Proposition
Expecting Our People To Think For Themselves
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
Sales Is All About Relationships Posted on October, 2019
Sales IS about relationships. This truism is often parroted, but too often, has … [Read more...]
Great Selling Is Not Something We Do To Customers Posted on October, 2019
As usual, I got embroiled in a LinkedIn conversation on selling. What sucked me … [Read more...]
When Is An Interruption Not An Interruption? Posted on October, 2019
Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
We Don't Lose Because Of What We Sell! Posted on October, 2019
Sit down with most sales people doing a loss review. The majority of the … [Read more...]
FUD Meets FOMO Posted on September, 2019
We and our customers live in worlds of paradox, uncertainty, confusion, … [Read more...]
Please Hire My Solution Posted on August, 2019
Think of the last time you were looking for a job, or being interviewed for a … [Read more...]
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
Sales Is Simple, Buying Isn't! Posted on August, 2019
I succumbed to a certain amount of narcissism (as I often do) in my post: Sales … [Read more...]
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