Challenging, providing insight, getting your customers to think about their … [Read more...]
How Should Sales People Be Challenging Their Customers?
Reclaiming Our 70% Of The Customer Buying Process Posted on December, 2012
I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]
70% Of Buying Process Completed Without Sales Involvement! Posted on December, 2012
I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]
Moving From Value Creation To Value Co-Creation Posted on November, 2012
As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]
Your Ideas Are Worthless! Posted on November, 2012
For that matter, so are your plans and strategies! We spend a lot of time … [Read more...]
The Power Our Questions Offer Our Customers Posted on November, 2012
Any sales person worth her salt knows how important questions are. They are … [Read more...]
Given A Choice, Customers Generally Prefer Not To Have Their Time Wasted Posted on November, 2012
I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, … [Read more...]
Applying Lean Practices To Sales And Marketing Posted on November, 2012
Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]
Messaging Or Engaging, Where Is The Conversation? Posted on November, 2012
I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]
They Aren't The Enemy, They're Our Customers! Posted on October, 2012
We all know the saying, "Things would be great if it weren't for those damned … [Read more...]
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