Just as selling has evolved, buying has evolved--but differently. Too often, … [Read more...]
Category: Transformation
Category: Transformation
What Buyers Need From Sellers
Do You Suffer From "Selling Bad Breath" Posted on March, 2024
"Selling Bad Breath" repulses the people we are trying to reach. Somehow when we … [Read more...]
Rediscovering "Discovery" Posted on February, 2024
"Discovery" has been an important part of the sales process ever since I started … [Read more...]
Settling For What We Get, Rather Than Getting What We Want...... Posted on February, 2024
I read a fascinating article about the response rates for a variety of outbound … [Read more...]
Are You a V1.0 Seller In a V3.7 World Posted on February, 2024
I had a frustrating evening. My mom has a very old Iphone. She wanted to get … [Read more...]
Do Your Customers Feel Heard? Posted on February, 2024
We are driven to pitch our products and solutions. Our questioning and … [Read more...]
We Know The Answers, But Do We Know What They Mean? Posted on February, 2024
We have all sorts of technologies that give us the "answers." ChatGPT can … [Read more...]
Making Things Tougher Than Need Be Posted on January, 2024
Let's play a thought experiment. Imagine you are the CRO, possibly the CEO of a … [Read more...]
"You Started This Conversation, Why Can't You Hold Up Your End Of It....?" Posted on January, 2024
It was a provocative outreach. The seller identified an issue he thought was … [Read more...]
Why Is Customer Acumen So Important? Posted on January, 2024
Sometimes, I feel like a broken record talking about Customer and Business … [Read more...]
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