Losing fast, having the courage to walk away from a deal that you are highly … [Read more...]
Tag: Value Proposition
Win Fast, Lose Faster
"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...]
Sensemaking: Selling To Customers In The "Simple Quadrant" Posted on May, 2019
This post is the fourth in my series on Sensemaking. For links to the other … [Read more...]
"Is It OK To Manipulate For Good Purposes?" Posted on May, 2019
James Muir published an outstanding post, "Is it ok to manipulate clients for … [Read more...]
Sales---Science Or Art? Posted on May, 2019
Recently, I read an article about sales being more science than art. Perhaps, … [Read more...]
Do We Know How To Do "Needs Discovery/Analysis?" Posted on May, 2019
My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
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