I just read a report, "The Mood Of The B2B Buyer." The results weren't … [Read more...]
Tag: Value Proposition
"We Chose The Vendor With The Most Complete Solution"
In Praise Of Pushy Sales People Posted on November, 2018
I probably should come out of the closet. I'm a pushy sales person. Perhaps … [Read more...]
What Is The Purpose Of Buying? Posted on November, 2018
I can imagine the raised eyebrows, the questioning expressions, and the thought, … [Read more...]
Scaling "Authentic Conversations" Posted on November, 2018
I just received one of those emails. I'm on a distribution list, I've been … [Read more...]
Forecast Integrity Posted on November, 2018
Recently, I was in a discussion with a great sales management team. At one … [Read more...]
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...]
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