As sales professionals we face an intriguing paradox. We know, for complex B2B … [Read more...]
Tag: Value Proposition
A Paradox, The Sales Process And The Buying Journey
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
The Coming Sales Talent Crisis Posted on February, 2019
It's clear that customers struggle to buy. The majority of complex B2B buying … [Read more...]
Never Respond To An RFP That You Didn't Write! Posted on February, 2019
At a kickoff meeting earlier this week, I was having a disturbing conversation … [Read more...]
Giving Them The Answers Posted on February, 2019
Let's conduct a thought experiment. As one might do in experiments, imagine … [Read more...]
"What We Do Is Not Complicated" Posted on February, 2019
There are a few people I follow that always make me think. Andy Paul is one of … [Read more...]
What's The Most Pressing Part Of The Sales Process Today? Posted on January, 2019
Recently, I was having a conversation with a good friend and colleague. He … [Read more...]
The Buyer's Journey, One Step At A Time Posted on January, 2019
Most sales people focus on the outcome of the deal. They want to get to the … [Read more...]
Transactional Versus Complex Selling Posted on January, 2019
We glibly toss around phrases like "We have a transactional selling process," … [Read more...]
When Non-Salespeople Sell Posted on January, 2019
Saturday morning, I was waiting for my appointment to get my haircut. Regina … [Read more...]
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