We and our customers live in worlds of paradox, uncertainty, confusion, … [Read more...]
Tag: Value Proposition
FUD Meets FOMO
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...]
Win Fast, Lose Faster Posted on July, 2019
Losing fast, having the courage to walk away from a deal that you are highly … [Read more...]
"What Could Go Wrong?" Posted on July, 2019
It seems to be human nature that we don't want to think about what could go … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Are You The Salesperson Creating Value For Your Customer? Posted on July, 2019
I was talking to a team of sales people about engaging their customers with … [Read more...]
You're Not Ready For That Call! Posted on June, 2019
Somehow, it seems that a post on preparing for sales calls/meetings would be … [Read more...]
Sensemaking, Selling To Customers In The Chaotic Domain Posted on June, 2019
This post is the seventh in my series on Sensemaking. It's been a long and very … [Read more...]
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