Habit 2 of Stephen Covey's famous, "The Seven Habits Of Highly Effective … [Read more...]
Category: Transformation
Category: Transformation
"Start With The End In Mind," Our Disconnect With Customers.....
Seeing What We Want To See..... Posted on March, 2024
It's human nature to have biases. We tend to see things the way we want to see … [Read more...]
Combative Conversations..... Posted on March, 2024
Just got off a call with one of the best salespeople I've ever worked with. We … [Read more...]
Sales People Create Longer Cycles, Not Customers Posted on March, 2024
We know buying cycles are getting longer. It's easy to chalk it up to buyers, … [Read more...]
It's Not How, It's What, Why, Who!* Posted on March, 2024
We have become masters at describing our "how." That is, we present all the … [Read more...]
Surviving Tough Times..... Posted on March, 2024
Slowdowns are impacting many sectors of the economy. We see a lot of … [Read more...]
You Are Your Company's "Value Proposition" Posted on March, 2024
We still have very antiquated views of our "value proposition." Most of the … [Read more...]
What Buyers Need From Sellers Posted on March, 2024
Just as selling has evolved, buying has evolved--but differently. Too often, … [Read more...]
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...]
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