"Discovery" has been an important part of the sales process ever since I started … [Read more...]
Category: Transformation
Category: Transformation
Rediscovering "Discovery"
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...]
Letting Our Customers Ask Us The Wrong Questions! Posted on January, 2024
It's SKO season, yesterday I was leading a discussion with a great sales team. … [Read more...]
We Make Selling Far More Difficult Than Necessary! Posted on January, 2024
Confession time. I'm terribly lazy. I want to accomplish a lot, but I want to … [Read more...]
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