There's a huge amount of discussion about the digital buying journey and the … [Read more...]
Category: Transformation
Category: Transformation
Why Are Sellers So Anxious To Kill Off Selling?
Rethinking Value Posted on February, 2022
I was having a fascinating conversation with a good friend and client. We were … [Read more...]
The Problem With "Discovery" Posted on February, 2022
For decades, sales people have been taught about the importance of "Discovery." … [Read more...]
The New Sales Channel Posted on February, 2022
Channels "partners" have been a part of sales ever since sales have existed. … [Read more...]
What Does The Customer Need To Move Forward? Posted on February, 2022
There's a major flaw in most of our (sellers/marketers) mindsets when we think … [Read more...]
"This Is The Way We Have Always Done Things....." Posted on February, 2022
I was reading a LinkedIn conversation between a number of people I really … [Read more...]
Why Should We Expect Our Customers To Change? Posted on February, 2022
What sellers do is drive customers to change. Whether it's a change effort … [Read more...]
54% Of Buying Journeys Fail! Posted on February, 2022
This data point has persisted for at least 10 years. Perhaps, if updated, it … [Read more...]
Driving Innovation In Selling Posted on February, 2022
How do we innovate in selling? How do we change, adapt new methods, approaches, … [Read more...]
Questions I'm Thinking About Posted on January, 2022
It's customary, on the final day of the year, to set some goals, resolutions. … [Read more...]
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