Probably one of the most important questions to sellers, at all levels is, "How … [Read more...]
Tag: Value Proposition
How Do We Win?
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...]
What Is "Salesmanship?" Posted on February, 2023
I read a fascinating article by Kelly Fairchild. She talked about … [Read more...]
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