Recently, I was in a discussion with a great sales management team. At one … [Read more...]
Tag: Value Proposition
Forecast Integrity
Putting You Money Where Your Mouth Is! Posted on October, 2018
I've been working with sales professionals (and unprofessionals) for more years … [Read more...]
Customers Don't Care About Their Buying Journey! Posted on October, 2018
Recently, I was speaking with an executive whose team was involved in a major … [Read more...]
What Does "Insight" Mean In 2019 And Beyond? Posted on October, 2018
The concept of providing our customers rich insight has become "standard" for … [Read more...]
There Is No "Playbook" For Buying! Posted on October, 2018
Playbooks are big. There are lots of tools and never ending content around … [Read more...]
Aligning With The Customer Buying Journey Posted on September, 2018
We know we have to align our marketing and sales processes with the customer … [Read more...]
"Sales Is Just Another Information Delivery Channel" Posted on September, 2018
In the distant past, sales people were a primary channel for customer for … [Read more...]
The "Chaotic" Buying Process Posted on September, 2018
We know the importance of the marketing and sales process. It provides us a … [Read more...]
Why Do People Buy? Posted on September, 2018
I can already picture half the readers. Raising their eyebrows, perhaps rolling … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
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