Today, Anthony Iannarino and I had a discussion on Focus.com on the Perils of … [Read more...]
Category: Transformation
Category: Transformation
What Are You Worth To Your Customer?
What If You Sold What Customers Wanted To Buy? Posted on September, 2011
We know what we want to sell. We've ben trained, we have all our brochures and … [Read more...]
Will You Let Me Buy, Rather Than Trying To Sell To Me! Posted on September, 2011
Today, I was doing some research on upgrading a product I currently used. I … [Read more...]
Strategic Thinking, Getting The Big Picture Posted on August, 2011
I've been participating in an interesting conversation at Focus.com--- "What are … [Read more...]
Opportunity Solving Posted on August, 2011
As sales professionals, we learn a lot about problem solving. We focus on … [Read more...]
Sales People, We Need To Be More Pushy! Posted on August, 2011
I can imagine any buyer encountering this post is going to groan. The last … [Read more...]
Relationships And Partnerships Posted on August, 2011
In the past month, I've written some articles on Relationships and Partnering: … [Read more...]
How Well Do You Understand Your Customer's Business? Posted on August, 2011
We know our products, our competition, our companies well. But this isn't what … [Read more...]
Selling Is The Easy Part, It's The Buying That's Difficult Posted on August, 2011
I was reviewing a sales situation with a client. He knew exactly what he needed … [Read more...]
How Do All The Pieces Fit Together? Posted on August, 2011
Over the past couple of weeks, I've had a number of conversations with very … [Read more...]
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