Somehow, it seems that a post on preparing for sales calls/meetings would be … [Read more...]
Tag: Value Proposition
You're Not Ready For That Call!
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...]
What Problem Is Your Customer Really Trying To Solve? Posted on April, 2019
The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
Compressing Our Customer's Buying Process Posted on April, 2019
I read a post about influencing and accelerating our customers' buying … [Read more...]
What Pisses Me Off About Gartner's "Spaghetti Chart" Posted on April, 2019
My friends at Gartner published a really important chart a couple of years ago. … [Read more...]
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