Just got off a call with one of the best salespeople I've ever worked with. We … [Read more...]
Category: Transformation
Category: Transformation
Combative Conversations.....
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...]
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...]
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