We know what we want to sell. We've ben trained, we have all our brochures and … [Read more...]
Category: Transformation
Category: Transformation
What If You Sold What Customers Wanted To Buy?
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...]
On Collaboration And Partnering Posted on July, 2011
More than ever before, collaboration and partnering are critical to business … [Read more...]
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