Some of my most interesting conversations these days are with my new friend, … [Read more...]
Category: Transformation
Category: Transformation
On "Intelligence," A Conversation.....
Making B2B Buying More Like Amazon..... Posted on March, 2023
I got one of those emails today. Somebody wanted to talk to me about the … [Read more...]
Sales Call Planning...... Posted on March, 2023
I know at least 80% of the people seeing this title are probably rolling their … [Read more...]
Nothing Works Anymore! Posted on March, 2023
It seems all the things we used to do; the things that engaged customers and … [Read more...]
What About Our Competitors??? Posted on March, 2023
We are obsessed with our competition. We study them and their strategies. We … [Read more...]
What Problem Is Your Customer Trying To Solve? Posted on March, 2023
My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain … [Read more...]
Data, Data, Everywhere....... Posted on March, 2023
In Samuel Coleridge's The Rime Of The Ancient Mariner, there's a famous line, … [Read more...]
Sales People Need To Be Subject Matter Experts! Posted on March, 2023
I don't think anyone would disagree with the statement, "Sales people need to be … [Read more...]
Understanding The Problem Posted on March, 2023
We get the Discovery process wrong--period, full stop. Most of the time we … [Read more...]
Coaching Is A Language! Posted on March, 2023
I wish I were smart enough to be the originator of this term, "Coaching is a … [Read more...]
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