LLMs are providing sellers the opportunity to reshape their engagement … [Read more...]
Category: Transformation
Category: Transformation
The "Tell Me More" Problem
Why Do We Find "Objections" So Objectionable? Posted on October, 2024
"Objections," more specifically, "Objection Handling" have been a fundamental … [Read more...]
AI Will Not Be The Differentiator....... Posted on October, 2024
As with any new technology, we rush to leverage it, thinking the fact that we … [Read more...]
The Problem With "Solution" Selling Posted on September, 2024
OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
Information Asymmetry..... Posted on September, 2024
Information Asymmetry has been a powerful tool in buying/selling almost from … [Read more...]
Are You Interested In Your Customers? Posted on September, 2024
Pop Quiz! Clear your screens/devices, put down your pencils. This is a thought … [Read more...]
Helping Your Customer Imagine New Possibilities Posted on September, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems … [Read more...]
Win Rates And Prospecting Posted on September, 2024
Despite YoY plummeting win rates, based on my feeds, the biggest challenge … [Read more...]
What If Failure Was An Option? Posted on September, 2024
We never, purposefully, set out to fail. But our fear of failure prevents us … [Read more...]
"Where Do Your People Want To Be Taken?" Posted on September, 2024
Ask yourself a question, "Are you taking your people where they want/need to be … [Read more...]
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