One of my favorite wastes of 30 minutes, every Friday, is to listen to Coffee … [Read more...]
Tag: Value Proposition
Obsessing About What Our Customers Think Of Us
How Do We Win? Posted on April, 2023
Probably one of the most important questions to sellers, at all levels is, "How … [Read more...]
Am I Ready For This Meeting? Posted on April, 2023
We spend a huge amount of time getting customers to accept a request for a … [Read more...]
"I'm Trying To Think, But Nothing Happens....." Posted on March, 2023
OK, I confess, every once in a while, when I need to do something completely … [Read more...]
Basic Principles Endure..... Posted on March, 2023
The only constant is change----everything about selling has changed and will … [Read more...]
What About Our Competitors??? Posted on March, 2023
We are obsessed with our competition. We study them and their strategies. We … [Read more...]
What Problem Is Your Customer Trying To Solve? Posted on March, 2023
My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain … [Read more...]
Will AI Replace Sellers? Posted on March, 2023
Looking through my feeds, today, it seems people are fixated on ChatGPT and … [Read more...]
Sales People Need To Be Subject Matter Experts! Posted on March, 2023
I don't think anyone would disagree with the statement, "Sales people need to be … [Read more...]
Knowing The Answers Isn't Enough Posted on February, 2023
As sellers a large part of our job is providing answers. Our customers want to … [Read more...]
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