When I sit down with sales organizations, we inevitably spend a lot of time … [Read more...]
Category: Transformation
Category: Transformation
Sales Process, It's Not What We Do To Our Customers....
Talking To Customers Posted on July, 2023
As sellers, our job is to talk to customers. But apparently we do a very bad … [Read more...]
Making Winning Easier! Posted on July, 2023
Let me be clear, in today's environment winning is never easy. But we make … [Read more...]
How Important Is This To Your Customer? Posted on July, 2023
As we look at our customers' problem solving/buying processes, a key question … [Read more...]
Freeing Up "Time To Sell," A Quandary Posted on July, 2023
Since the earliest days of selling, our vision is to free up sellers time to … [Read more...]
Confidence Eroders Posted on July, 2023
Hank Barnes has been writing a fantastic series of articles focusing on Decision … [Read more...]
Sales Innovation Posted on July, 2023
Yes, I know the majority of you, justifiably, will think this title is an … [Read more...]
"But The Competitors' Prices Are Less Than Ours....." Posted on July, 2023
My post, Games Sellers Play, Pricing/Discounting, generated a lot of interesting … [Read more...]
Coaching Is A Language, Part 2 Posted on June, 2023
Not long ago, I wrote about Coaching Is A Language. Since writing it, I've had … [Read more...]
A Weekend Challenge: Try Something New! Posted on June, 2023
Over the past week or so, I've been writing a lot about our commitment to the … [Read more...]
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